Senior Account Manager - Channel & Enterprise

Responsible for driving revenue growth and gross profit by managing and growing relationships with both channel partners and enterprise customers. This role focuses on strengthening strategic partnerships, ensuring customer satisfaction, and identifying new business opportunities.

Responsibilities

1. Channel Strategy & Development

• Develop and execute a comprehensive channel strategy aligned with business objectives.
• Identify and recruit high-potential partners.
• Build and maintain strong relationships with partners to ensure engagement and loyalty.
• Serve as the main point of contact for channel-related activities.

2. Enablement & Support

• Provide partners with training, marketing materials, sales tools, and ongoing support to empower them to
• succeed.
• Collaborate with channel partners on go-to-market plans and co-selling opportunities.
• Support partners through the sales process to ensure deals are effectively closed.

3. Performance Management

• Monitor channel KPIs and partner performance, ensuring sales targets and revenue goals are met.
• Regularly analyse and report on channel pipeline, partner activity, and forecast accuracy.
• Manage channel conflict and ensure compliance with company policies, pricing guidelines, and partner
• agreements.

4. Enterprise Account Management

• Manage a portfolio of direct enterprise customers and serve as their primary point of contact.
• Build long-term relationships with key stakeholders and decision-makers.
• Identify opportunities for upselling, cross-selling, and account expansion.
• Lead contract renewals, pricing discussions, and commercial negotiations.
• Coordinate with technical, implementation, and customer success teams to ensure successful project delivery.

5. Sales & Business Development

• Achieve assigned revenue, profitability, and customer retention targets.
• Develop account strategies and sales plans for both partner and direct accounts.
• Maintain an accurate sales pipeline and forecast using the company's CRM system.
• Prepare proposals, quotations, presentations, and business cases.
  

Requirements

•  Bachelor’s degree
•  At least 3 years of experience in B2B channel sales, partner management, or business development.
•  Proven success managing sales channels and achieving growth targets.
•  Strong knowledge of channel ecosystems
•  Excellent communication, negotiation, and relationship-building skills.
•  High degree of professional ethics and integrity.
•  Ability to exercise sound judgment and discretion in balancing compliance and business objectives.