Channel Account Manager
hace 5 meses
**Cambium Networks** is looking for a Channel Account Manager. The responsibilities include the following: account management for DACH and BENELUX and channel, including sales and demand generation efforts, relationship management, and interface to Tier 1 & 2 System Integrators, VARs, MSPs and distributors.
- Provide a specific tactical and strategic focus on assigned VARs in the territory, driving YoY growth with VAR partners.
- Assist in developing, recruiting and growing VAR partners by vertical segment to ensure adequate coverage for each.
- Drive training requirements for assigned VARs with the Cambium Training group and the Channel Marketing & Operations Manager to ensure compliance with VAR program channel requirements.
- Drive overall VAR MDF strategy at the strategic level with assigned accounts.
- Work in tandem with the RSMs and RTMs that cover the geographies to help drive Enterprise WiFi VAR-specific activities including MDF, partner events, etc.
- Work in tandem with the Channel Marketing & Operations Manager to ensure proper tactical implementation/execution of VAR programs including specific MDF projects, partner event/tradeshow selection and execution, etc.
- Work with Marketing to conduit lead flow to assigned VAR base and then the VAR base to bring to final closure.
- Keep an accurate sales forecast in CRM to predict POS on a monthly/quarterly basis.
**Essential Criteria**:
- ** Business and financial acumen**: interaction with all levels of management within the channel partner. A deep understanding of how a company makes and spends its money, and business and finance, to understand the challenges and opportunities for the various stakeholders in the partner
- ** A deep understanding of the channel.** There are numerous methodologies for the evolution of a channel; the ecosystem of partners, channel strategy, how to engage effectively, build and empower channels, generate leads, funnel, sell, implement and evaluate. The important thing is to adopt one, understand the essence of the elements and determine how to drive the right plans with partners
- ** Pick an area of expertise and be the best at it**: leverage this as a differentiator - is it Verticals? Is it Cloud? Is it how they will enable partners to develop managed services? Identify your expertise and continuously cultivate that skill.
- ** Be a sales athlete and a customer guru**: at the end of the day, partners and vendors exist because of customers. Relentless focus on partner development, easing the way they do business with Cambium and their own customers is critical to Cambium’s success
- ** Be emotionally intelligent**: self-awareness, social awareness, self-management and enabling group success through collaboration and successful execution are keys to emotional intelligence, this is what enables trust and integrity. This element is also about being a change agent - lead the change we want and need for success. TEAMWORK.
- ** German mother tongue, good level of English
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