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
- 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:
- Unified Communications & Collaboration (UCC)
- Cyber Security Solutions
- ELV Distribution
- Demonstrated success in achieving sales targets and driving channel growth.
- Experience working with vendors, distributors, resellers, and system integrators.
- 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.
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
- 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.
What We Offer
- Opportunity to drive business growth in a strategic market.
- Collaborative and dynamic work environment.
- Career growth and development opportunities.
- Competitive salary and performance-based incentives.
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