(AS) Channel Account Manager

4 weeks ago

Makati, Philippines EPS Consultants Full time
Overview

A Channel Account Manager understands revenue objectives, market segmentation, motivational resources, and how channel businesses work in tandem with internal sales.

Sales
  • Driving the identification and closure of opportunities, achieving targets and KPI's aligned to growth and new business Identify and establish new projects for Cisco Architectures and Next Generations/Growth Solutions in the Visayas-Mindanao (VisMin) Region of the Philippines
  • Maintain and grow existing projects for Cisco in these accounts.
  • Build up an excellent relationship with the Regional, VisMin, Cisco Account Managers responsible for the VisMin accounts and work closely together with them.
  • Build up and maintain an excellent relationship with local and regional resellers in the Vismin region and work closely with them to achieve set targets.
  • Support internal sales in managing account administration.
Channel and Customer Support
  • Keep channels and customers informed with product-related information.
  • Coordinate with training, marketing, business development, and product management to effectively support the customer.
  • Establish productive vendor relations to ensure quality of service to channels and customers.
Business Management
  • Maintain up-to-date profiles on accounts showing revenue projects and quotas.
  • Gain general understanding of customer business and strategic plans as they relate to Comstor products and services.
  • Maintain relevant account information develop own knowledge of Comstor and vendor product portfolio.
Must have
  • Experience in handling Cisco business as Channel Account Manager
  • Experience in IT Distribution Industry
  • More than 5 years of experience as CAM
General Employee Benefits
  • The standard work setup is every Monday to Friday, which involves employees reporting to the office three times a week and working remotely for two days
  • HMO coverage is provided through Intellicare, with a Maximum Benefit Limit of Php 270,000 per illness, including pre-existing conditions.
  • Life Insurance is provided through BDO Life with a sum assured of Php 500,000.
  • 10 days of annual leave
  • 4 days of Well-being leave
  • 7 days of Sick leave each year
  • Birthday leave
  • Compassionate Leave
  • Basic salary + monthly allowance
Serving as liaison
  • A channel manager’s job is to serve as the go-between between company management and partners, advocating for both parties.
  • A successful channel account manager must be concerned about the needs of the partners.
  • They need to know their partners, their partners’ business, and how their success aligns with the supplier’s sales goals.
Negotiating contracts
  • As the channel liaison, he/she must understand how to negotiate the terms of partner contracts.
  • This includes setting price markups, payment terms, delivery schedules, renewals, marketing and sales support, and more.
Training
  • To ensure customer satisfaction and partner profits, it’s essential that channel partners understand the supplier’s products and services so they know how best to sell and service them.
  • It’s the channel manager’s job to assist with partner training and sales strategies.
Resolving channel conflicts
  • The channel manager needs to stay abreast of prospects in the pipeline and upcoming sales contracts in order to avoid channel conflicts.
Analytics skills
  • Building a successful channel sales strategy is more than just mapping partner generated revenue to sales quotas. It also requires monitoring a variety of factors, such as sales potential, deal frequency and adoption, growth rates, use of market development funds (MDF), and potential business growth.
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