Channel Partner Account Manager

🔥 8 minutes ago

🇺🇸 United States – Remote

💵 $105k - $125k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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U.S. Green Building Council

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1993

🏗️ Construction

🏥 Healthcare

📦 Logistics

Construction • Healthcare • Logistics

U. S. Green Building Council is a leader in promoting sustainable building practices and minimizing climate impacts through its innovative LEED (Leadership in Energy and Environmental Design) rating system. By advocating for environmentally responsible construction and development, the USGBC enhances the well-being of individuals, communities, and the planet. The council unifies a global community to advance sustainable construction and encourage energy-efficient, eco-friendly building practices.

📋 Description

• Develop and maintain commercially productive relationships with service providers and channel partners • Own partner business plans, relationship development, activation, coordinated enablement, and qualified joint commercial opportunities • Strengthen partner-led distribution alongside direct customer relationships while maintaining end-customer ownership and accurate partner attribution • Support a global portfolio of channel partners and service providers across all regions • Report to the Director of Account Management and collaborate with regional directors, market leads, customer account management, client solutions, sales enablement, marketing, and product teams • Develop partner segmentation and maintain accurate partner records • Evaluate partner business models, customer reach, product expertise, commercial roles, and stakeholders • Establish joint business plans covering priorities, target customers, opportunities, engagement activities, and performance measures • Identify, qualify, onboard, and activate potential channel partners and service providers • Identify partner coverage gaps and support partner network development • Identify, qualify, and coordinate partner-originated or partner-influenced opportunities • Confirm customer ownership, responsibilities, timing, and authorized information sharing • Progress qualified joint opportunities toward pipeline and revenue objectives • Coordinate partner training, product information, sales resources, and joint outreach initiatives • Support partner engagement across building performance, existing buildings, portfolio needs, and ongoing customer opportunities • Maintain Salesforce records and reporting of partner-sourced and partner-influenced opportunities • Monitor engagement, conversion, partner performance, and commercial contribution • Resolve routine issues, escalate underperformance, and provide global partner performance insights • Coordinate cross-functional and regional collaboration across commercial, finance, and legal teams • Lead assigned partner relationships, conduct reviews, prioritize development activities, and monitor portfolio health • Recommend partner recruitment, activation, segmentation, joint initiatives, and corrective actions • Escalate customer ownership disputes, channel conflicts, information-sharing concerns, contractual issues, and changes to partner status or commercial terms • Ensure partner activities align with organizational policies, partner agreements, and global commercial processes

🎯 Requirements

• Minimum five years of experience in B2B account management, business development, channel sales, or strategic alliances • At least three years directly managing and developing channel, consulting, service-provider, or other commercial partner relationships • Experience establishing joint business plans, activating partners, coordinating joint commercial opportunities and enablement, and measuring partner contribution • Experience evaluating partner business models and maintaining executive and operational stakeholder engagement • Experience coordinating joint selling, lead handoffs, partner enablement, and account-engagement rules • Commercial judgment and negotiation skills, including conflict resolution and management of contractual or decision-making boundaries • Experience using CRM systems and commercial data for partner records, pipeline activity, engagement, conversion, and contribution analysis • Experience managing or supporting channel partner relationships across multiple regions, markets, or business units • Ability to collaborate with geographically distributed commercial teams • Experience managing channel partner relationships spanning multiple countries, regions, or commercial markets • Experience supporting partner-led business development within a multi-product or global professional services organization • Familiarity with partner recruitment, activation, enablement, and performance reporting frameworks • Bachelor's degree in business administration, marketing, international business, communications, sustainability, or a related field required • Proficiency with Salesforce or a comparable CRM platform • Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable tools • Experience using CRM reports, dashboards, and commercial performance data • Experience with digital collaboration, virtual meeting, and presentation platforms • Strong relationship management, business development, consultative selling, negotiation, conflict-resolution, and commercial judgment skills • Excellent written and verbal communication and stakeholder engagement skills • Strong analytical skills and attention to detail • Ability to work across cultures, geographic regions, and time zones • Strong organizational and time-management skills • Ability to balance global partner engagement practices with regional business needs • Ability to influence cross-functional stakeholders without direct people-management authority • Commitment to USGBC and GBCI missions and interest in sustainability in the built environment • LEED Green Associate or LEED AP credential preferred • Relevant professional certifications in channel sales, strategic account management, business development, or Salesforce preferred • Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone • Flexibility to collaborate across international time zones

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • USGBC covers 100% of healthcare premiums • HRA assisting employees and dependents with the in-network medical deductible • Generous paid time off: 12 paid holidays, 9 paid personal sick days, and 2–3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Remote work in the U.S. • Purpose-driven, inclusive culture • Opportunities to grow your career and take ownership of meaningful work • Potential travel for partner meetings, regional collaboration, and organizational events

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