Channel Account Manager

Job Summary

We are seeking a highly motivated
and goal-oriented Channel Account Manager to develop, maintain, and
expand our channel partner network across Abu Dhabi. The successful candidate
will play a key role in driving sales growth, increasing market share,
strengthening partner relationships, and delivering profitable business results.
This position requires strong channel management experience, excellent
relationship-building skills, and an established network within the Abu Dhabi
AV/ELV, UCC, Infrastructure, and Cyber Security market.

Key Responsibilities

• Drive sales and business development activities
  across Abu Dhabi and key partner accounts.
  
• Expand
  and strengthen the channel partner ecosystem by recruiting, developing,
  and managing strategic reseller relationships.
  
• Achieve
  sell-out targets while increasing market share and maintaining
  profitability.
  
• Deliver
  targeted gross profit (GP) margins and meet organizational business
  objectives.
  
• Ensure
  company expectations are met in areas including:
  
• Gross
  Profit (GP)
  
• Days
  of Inventory
  
• Channel
  Development Plans
  
• Go-to-Market
  Strategies
  
• Marketing
  Activities
  
• Partner
  Coverage and Breadth
  
• Identify
  customer needs and provide cost-effective solutions that align with
  business requirements.
  
• Develop
  and execute a comprehensive channel strategy for the Abu Dhabi market.
  
• Build
  and maintain strong relationships with key decision-makers within partner
  organizations.
  
• Support
  partners with RFQs, tenders, and project opportunities to maximize closure
  rates and profitability.
  
• Collaborate
  closely with vendor distribution teams, enterprise account managers, and
  internal stakeholders to drive successful project closures.
  
• Provide
  accurate weekly sales forecasts and commit reports to management and
  vendors.
  
• Map
  and engage the right contacts within partner organizations and facilitate
  training on products, pricing, and technology solutions.
  
• Guide
  partners in enhancing their partnership status and competency levels with
  vendors.
  
• Monitor
  and manage credit limits, deliveries, invoicing, collections, and
  receivables.
  
• Maintain
  CRM records daily, ensuring accurate pipeline management, forecasting, and
  reporting.
  
• Work
  closely with channel partners to qualify opportunities, sanitize the sales
  funnel, and ensure forecast accuracy.
  

Requirements

Qualifications & Experience

• Bachelor's
  degree in Business Administration, Sales, Marketing, IT, or a related
  field.
  
• Minimum
  of 3-5 years of channel sales, account management, or business development
  experience within the IT distribution industry.
  
• Proven
  experience in Abu Dhabi market development and channel management.
  
• Strong
  knowledge of:
  

• Audio
  Visual (AV)
  
• Unified
  Communications & Collaboration (UCC)
  
• Enterprise
  Infrastructure
  
• Cyber
  Security Solutions
  
• ELV
  Distribution
  

• Demonstrated
  success in achieving sales targets and driving channel growth.
  
• Experience
  working with vendors, distributors, resellers, and system integrators.
  

Skills & Competencies

• Strong
  sales, negotiation, and business development skills.
  
• Excellent
  relationship management and networking abilities.
  
• Proven
  ability to build strategic partnerships and manage key accounts.
  
• Strong
  forecasting and pipeline management skills.
  
• High
  level of commercial awareness and profitability management.
  
• Excellent
  communication and presentation skills.
  
• Proficiency
  in CRM systems and sales reporting tools.
  
• Ability
  to work independently and manage multiple priorities in a fast-paced
  environment.
  

Mandatory Requirements

• Existing
  channel partner network in Abu Dhabi for AV, UCC, Infrastructure, and
  Cyber Security solutions.
  
• Abu
  Dhabi market experience is essential.
  
• Experience
  in AV/ELV Distribution is highly preferred.