Channel Account Manager

5 hours ago

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AEM

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Energy • Agriculture • Government

AEM is a global leader in environmental insights and solutions, specializing in severe weather risk management, flood risk management, and wildfire risk management. The company provides advanced monitoring systems, sensors, and data collection technology to assist various industries in preparing for and responding to extreme weather events. AEM Elements™ 360 is their resilient platform that helps manage natural hazard risks efficiently. Their solutions serve a wide range of industries including agriculture, aviation, energy utilities, federal and national governments, and more, helping them safeguard communities, infrastructure, and entire industries from weather-related disruptions.

201 - 500 employees

⚡ Energy

🌾 Agriculture

🏛️ Government

📋 Description

• Develop and manage relationships and performance with assigned channel partners, including developing account plans and conducting quarterly business reviews with top tier partners. • Collaborate with Market Leaders and Sales Leadership to develop a strategic territory plan for each market, present to internal stakeholders, and execute. • Coordinate and collaborate with AEMs field-based Business Development Managers to target and acquire new partners and drive pipeline, revenue, and market share growth via the channel. • Partner with Market Leader and BDM to ensure partner engagement across all target channels/industries/offerings in the market; and identify coverage gaps that may necessitate adding new partners to achieve AEM’s objectives. • Qualify, acquire, and onboard new partners into the AEM channel program to maximize coverage in designated territory, including forming, negotiating, and executing partner agreements. • Collaborate with partners to identify, pursue, and capture joint business and market opportunities.. • Enable partners with the necessary training, resources, and support to successfully position and sell AEM’s solutions. • Co-create go-to-market strategies and execute joint marketing and sales initiatives with channel partners. • Act as the primary point of contact for partners, addressing their needs and fostering long-term relationships. • Monitor and report on partner performance, ensuring alignment with revenue targets and business objectives. • Drive partner engagement by attending industry events, partner meetings, and training sessions. • Become proficient in the products and services offered to channel partners across weather, wildfire, water, and agricultural markets.

🎯 Requirements

• Bilingual in English and Spanish • 5+ years of experience in channel sales, partnerships, or account management in a mixed environment of SaaS, enterprise software and Hardware environment • Proven track record of achieving or exceeding channel revenue targets through distributors, resellers, value-added resellers (VARs), system integrators, and OEMs • Strong understanding of channel sales strategies and business model constructs and the ability to align partner goals with company objectives • Exceptional communication and relationship-building skills with a collaborative mindset • Proficiency with CRM tools like HubSpot or Salesforce for pipeline management and forecasting • A bachelor’s degree in business, marketing or related field, or equivalent experience/training • Ability to travel as required, up to 50%.

🏖️ Benefits

• Medical • Dental • Vision • Life Insurance • Short-Term & Long-Term Disability • 401k match of up to 3%