Channel Account Manager

The National Channel Account Manager at Astrix is tasked with building, managing, and scaling the Partner Reseller Channel business. This includes driving pipeline and revenue through partnerships, developing go-to-market strategies, enabling partners with training and joint selling activities, and collaborating with internal teams to ensure partner success.

To qualify for the National Channel Account Manager position at Astrix, candidates should hold a Bachelor’s degree and possess a minimum of 7 years of partner-facing channel sales experience. Strong communication skills, an entrepreneurial mindset, and a track record of driving sales opportunities from lead generation to closure are essential.

Experience in the enterprise software sector is crucial for the National Channel Account Manager role at Astrix. The ideal candidate should have proven experience in building channels with software solutions and creating effective Partner Go-To-Market strategies, specifically with value-added resellers.

Succeeding as a National Channel Account Manager at Astrix requires exceptional communication skills, the ability to build relationships across teams, and project management expertise. Additionally, being data-driven, having the ability to translate technical concepts into value propositions, and the experience to navigate a fast-paced growth culture are vital.

The National Channel Account Manager at Astrix contributes to partner enablement by providing comprehensive training, developing joint business plans, and facilitating collaboration between partners and Astrix's internal teams. This empowering approach ensures that partners can effectively convey Astrix’s value and drive revenue.

When building partner relationships, focus on establishing trust and understanding their unique needs. Demonstrate how Astrix can solve their business challenges, customize communication to resonate with their goals, and ensure regular check-ins to foster collaboration and accountability.

Managing a sales pipeline for multiple partners requires excellent organization and prioritization skills. Use CRM tools to track progress, set clear targets for each partner, and develop tailored strategies that leverage each partner's strengths and opportunities for growth.

In my previous roles, I successfully implemented a go-to-market strategy that included collaborative workshops with partners to identify joint selling opportunities. We leveraged market data to tailor our message, trained partners on product features, and coordinated marketing campaigns that generated leads and increased visibility.

Handling conflicts with partners requires clear communication and active listening. I ensure to address issues promptly, seek to understand the partner’s perspective, and work collaboratively to find a resolution that aligns with both parties' objectives, reinforcing the partnership.

I rely on key metrics such as revenue generated from partners, the number of leads generated, conversion rates, and partner engagement levels. These metrics help paint a comprehensive picture of performance and guides strategic adjustments when necessary.

In a previous position, I developed a tailored training program for a struggling partner that focused on their specific market needs and product benefits, which led to increased sales in their territory by 30%. Continuous support and regular follow-ups ensured they remained engaged and motivated.

Staying updated on industry trends involves regularly reading industry publications, attending webinars, and networking with peers in the field. Actively participating in discussions on platforms like LinkedIn also allows me to glean insights from thought leaders.

I once identified a gap in partner engagement and developed an initiative that provided monthly webinars. From planning the content to executing marketing to partners, the initiative became a valuable tool for reinforcing our value proposition and resulted in higher sales engagement.

Adapting my communication style involves actively listening to my partners to understand their preferences, whether they prefer detailed information or high-level overviews. This adaptability allows me to foster a clearer understanding of how Astrix's solutions can benefit their specific context.

Collaboration is essential. As a National Channel Account Manager, working closely with sales, marketing, and engineering teams allows for aligning goals, sharing insights, and jointly pursuing strategies that drive mutual success in our partnership ecosystem.