General Position Description:
As part of ATEN’s North American Channel First strategy, we are actively growing our Channel Sales coverage model in the United States and Canada. We are looking for a dynamic, energetic, and experienced Channel Account Manager to represent ATEN across its IT and ProAV portfolios. This position will drive revenue and growth by managing relationships with distribution partners.
Duties and Responsibilities:
- Develop account plans, marketing and sales tools, and implement pricing and sales strategies.
- Execute and monitor overall strategies and performance of all accounts - account sophistication, vendor agreements, inventory levels, sell through data, sales performance.
- Work with the broad ATEN sales and product management teams to effectively align sales strategy to overall North American strategy.
- Provide sales support for ATEN IT and Pro AV products.
- Work with distribution and partners to ensure ATEN is effectively represented and marketed online.
- Work with other ATEN Channel Sales Managers to share information, gather feedback and develop best business practices (planning, selling, managing product, communication, relationship building).
- Enable channel marketing programs within assigned territory.
- Provide representation at all levels of the reseller organizations, as appropriate, and develop strong, ongoing relationships by demonstrating ATENs’ high-quality standards and genuine concern for their overall satisfaction.
- Provide accurate and timely sales forecasting and opportunity feedback to ATEN management.
- Support product forecasting and operations supply forecasting based on thorough analysis and dialogue with resellers.
- Attend relevant industry related trade shows, events, and training sessions.
- Proactively inform on competitive landscape and sales trends per account.
- Must demonstrate a self-starter ability with industry contacts and proven experience selling within the NA channel through the following:
- A history of sales achievement that demonstrates drive, accountability and tenacity.
- A working knowledge of, technology trends, competitive pressures, and channel dynamics for IT products and solution set.
- Superior communication skills - both written and verbal are required.
- The ability to deliver convincing presentations and demonstrations with the appropriate technical aptitude to customer audiences of varying sizes.
- A high degree of computer application proficiency with Microsoft Office Suites of products.
- Excellent relationship management and account development skills.
- The ability to support a virtual or home office environment with up to 15% travel
Required Background:
Must demonstrate a self-starter ability with industry contacts and proven experience selling within the NA channel through the following:
- Must have demonstrated success in building new sources of revenue with channel partners while maintaining solid customer base
- A history of sales achievement that demonstrates drive, accountability and tenacity
- Must have a working knowledge of key industry drivers, technology trends, competitive pressures and channel dynamics for their product and solution set
- Superior communication skills - both written and verbal are required
- Ability to deliver convincing presentations and demonstrations with the appropriate technical aptitude to customer audiences of varying sizes
- High degree of computer application proficiency with Microsoft Office Suites of products
- Excellent relationship management and account development skills
- Ability to support a virtual or home office environment with up to 75% travel
- Bachelor's Degree or equivalent experience
- Minimum 3-5 Years in Channel Sales; additional direct or end user sales is welcome
Job Type: Full-time
Pay: $60,000 - $70,000 per year DOE (plus monthly or quarterly bonuses for a potential total annual compensation of: $72,000 - $82,000)
Benefits:
- 401(k) matching
- Dental insurance
- Disability insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: Remote