Channel Account Manager, TOLA

United StatesRemoteFull-timemid

SalesAccount Manager

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Quick Summary

Key Responsibilities

Develop, maintain, and expand relationships with assigned strategic national and regional reseller partners. Lead joint business planning, implementation, and quarterly business reviews,

Requirements Summary

At least 5 years of experience in channel management within the enterprise video collaboration industry, supporting regional and nat

Technical Tools

SalesAccount Manager

The Channel Account Manager will drive revenue growth and strengthen strategic reseller partnerships across the Texas, Oklahoma, Louisiana, and Arkansas (TOLA) territory. You will manage relationships with national and regional channel partners, developing joint business strategies that increase engagement, pipeline generation, and market penetration. Through structured business planning, partner enablement, and targeted go-to-market initiatives, you will help partners maximize sales performance and product adoption. You will collaborate closely with sales, marketing, operations, support, and product teams to align commercial priorities and deliver measurable results. This fully remote position is based in the Dallas metropolitan area and involves extensive travel to meet and support partners. It offers the opportunity to influence channel strategy and contribute to the evolution of workplace video collaboration.

You will own the development and performance of strategic reseller relationships, ensuring partners have the resources, knowledge, and commercial support needed to generate sustainable growth. Your responsibilities will include:

Develop, maintain, and expand relationships with assigned strategic national and regional reseller partners.
Lead joint business planning, implementation, and quarterly business reviews, establishing clear objectives, strategies, and performance metrics.
Deliver on-site and virtual partner training to strengthen product knowledge, sales capabilities, technical understanding, and partner engagement.
Conduct product and service demonstrations for channel partners and end users.
Identify, implement, and monitor best practices for partner investment programs, enablement sessions, sales incentives, and promotional campaigns.
Collaborate with channel, operations, sales, customer support, and product specialists to ensure strong business alignment and effective partner support.
Develop and drive adoption of go-to-market programs that support commercial growth and strengthen partner engagement.
Build trusted relationships with partner executives and other key decision-makers.
Increase awareness and utilization of partner resources, programs, tools, and enablement initiatives.
Execute quarterly marketing plans and identify opportunities to leverage Market Development Funds (MDF).
Monitor partner performance and pipeline development, identifying opportunities to improve engagement, sales effectiveness, and revenue generation.
Demonstrate strong commercial judgment and emotional intelligence while contributing positively to team performance.
Travel extensively throughout the territory, spending more than 50% of your time meeting and working directly with partners.

Requirements

~1 min read

The ideal candidate is a strategic channel sales professional with a strong background in enterprise video collaboration and a proven ability to grow partner-driven revenue. You should be confident engaging senior stakeholders, developing commercial strategies, and operating effectively in a fast-moving business environment. Key qualifications include:

At least 5 years of experience in channel management within the enterprise video collaboration industry, supporting regional and national partners.
Proven ability to develop strategic reseller relationships and drive partner engagement, pipeline growth, and revenue.
Strong track record of consistently achieving or exceeding sales targets.
Experience with CRM, PRM, and partner-focused sales and management tools.
Demonstrated ability to develop and execute joint business plans, partner programs, and go-to-market initiatives.
Strong executive presence, with experience presenting to senior stakeholders and speaking publicly.
Excellent relationship-building, communication, negotiation, and interpersonal skills.
Ability to operate successfully in a rapidly scaling, dynamic environment.
Strong business acumen, strategic thinking, and ability to work collaboratively across multiple functions.
Bachelor's degree in Marketing, Business Administration, or a related field, or equivalent professional experience.
Willingness and ability to travel extensively, spending more than 50% of working time with partners.
Residence within commuting distance of the Dallas metropolitan area, Texas.