Channel Account Manager (CAM)

Job Overview

The CAM builds, maintains and expands relationships with assigned channel partners and territories.  They are responsible for both achieving sales (net new software and maintenance renewals) and partner development objectives.  A CAM represents the entire portfolio of erwin products and services and acts as the primary point of contact with their respective channel partners.

Essential Duties and Responsibilities

  • Establishes productive, professional relationships with key personnel in partner accounts inclusive of the senior executive level
  • Coordinates the involvement of erwin personnel; including inside sales, field sales, marketing, pre-sales, post-sales support, services and management resources to meet partner performance objectives
  • Meets assigned targets for net new software and maintenance renewal sales.
  • Meets strategic goals and objectives in partner accounts
  • Proactively leads joint partner business planning process to develop mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship
  • Proactively assesses, clarifies and validates partner needs on an ongoing basis
  • Manages potential channel conflict with other sales channels through fostering excellent communication internally and externally
  • Ensures partner compliance with partner agreements
  • Drives adoption and optimization of company partner programs
  • Promotes awareness and adoption of all solution offerings
  • Drives joint marketing activities with partners
  • Manages all erwin investments and incentives (MDF, Rebates, Funded Personnel, etc.) with partners.
  • Ensures collection and integrity of partner sales pipeline and regular scheduled forecasts
  • Recruits, signs and develops new partners
  • Works closely with the Director of Partner Technical Enablement to ensure that key partners have a complete enablement plan
  • Encourage and drive Deal Registration utilization by all partner sales teams
  • Owner of partner performance measurement and reporting
  • Engage and assist partner with large opportunities (new or renewal)
  • Monitor and drive improvement in partner satisfaction
  • Schedule and manage impactful QBRs that deliver meaningful and measurable action items
  • Propose, coordinate and participate in marketing activities with Partners
  • Implement erwin channel best practices with partner
  • Active use of the erwin PowerPortal

Organizational Alignment

  • Reports to VP of Global Channels
  • Enlists the support of inside sales, field sales, pre-sale, post-sales support, service and management resources as needed
  • May have direct reports assigned to support responsibilities within specific partner accounts

Environmental and Working Conditions

  • Position may be home or office based with travel to visit partners as required to achieve above objective
  • Annual business travel of 25-40% is expected for this position

Preferred Education

  • Bachelor’s degree or global equivalent in a business and/or technology field.

Work Experience

  • 5+ years experience with proven results in the disciplines necessary to build a healthy and growing Partner Ecosystem (partner business planning, partner engagement, sales management, program and campaign management) with an understanding of technology and technological innovations.

Skills & Competencies

  • Sales skills that create demand and successfully close opportunities with Partners
  • Disciplined and goal-oriented
  • Assertive self-starter with the ability to build executive relationships and articulate erwin’s business value & vision
  • Strong relationship skills
  • Excellent planning, advisory and execution skills
  • Outstanding verbal & written communication skills
  • Must be able to effectively find, assess, and prioritize existing and future partner sales opportunities
  • Excellent coaching and motivational skills
  • Ability to present to diverse audiences of sales, marketing and technical individuals
  • Strong tactical skills with ability to add strategic input
  • Proficient in most commonly used MS Office programs (Word, Excel, PowerPoint)
  • Knowledge of NetSuite, Allbound, and Pardot a plus
  • Ability to adapt to changes in roles and responsibilities

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