Channel Account Manager

What you’ll do:

The Channel Account Manager will be responsible for driving growth for Eaton Offerings across selected strategic accounts for Eaton. The Channel Account Manager is responsible for developing and maintaining relationships with channel partners to drive sales and achieve business objectives. Their primary role is to collaborate with partners, such as distributors, resellers, and value-added resellers (VARs), to promote and aid in the overall growth of Eaton and value to our customers.

1. Build, establish and expand key accounts, reseller and end user relationships at all levels in SG position Eaton as a strategic “go-to” critical infrastructure vendor.
2. Build and nurture relationships with new & existing channel partners, serving as their main point of contact and providing ongoing support and guidance, including GTM and Marketing strategies.
3. Plan, schedule, execute and timely launch marketing programs with IT Partner to create awareness and lead generation.
4. Develop and execute joint business plans with channel partners, setting clear goals, targets, and strategies for mutual success.
5. Seek out, attract, acquire, grow, and maintain long-term profitable customer relationships, and become the clients' trusted partner through needs-based products or solutions for a company or organization.
6. Train and educate channel partners on our products, value propositions, and sales methodologies to enhance their understanding and selling capabilities.
7. Collaborate with the marketing team to develop channel-specific marketing programs and initiatives to generate leads and drive demand.
8. Conduct regular business reviews with channel partners to assess performance, address any challenges, and identify opportunities for growth.
9. Monitor market trends, competitor activities, and industry developments to identify new business opportunities and provide insights to internal stakeholders.
10. Collaborate with the product team to gather feedback from channel partners and provide input on product enhancements or new product development.
11. Coordinate with internal teams, such as sales operations, finance, and legal, to ensure smooth channel operations and resolve any operational or contractual issues.
12. Perform all job functions with adherence to Eaton’s Philosophy and Values.
13. Track and analyze channel partner performance metrics, such as sales revenue, market share, and customer satisfaction, and provide reports and insights to management.
14. Comply with bid review process and provide bid management documents in accordance with policies and process requirements.
15. Be committed & responsible for Quality Management System:
1. Implement the process approach and risk-based thinking.
2. Provide the necessary support to fully implement and sustain the QMS.
3. Communicate to the organization the importance of conforming to QMS requirements.
4. Ensure the QMS meets its goals.
5. Engage, direct, and support individuals contributing to the QMS.
6. Create a culture of continuous improvement.

Qualifications:

Bachelor’s Degree or equivalent, preferable in Engineering or Science.
3+ years sales experience in channel management in the IT hardware/physical network infrastructure (UPS/Racks/Servers etc.).

Skills:

A. Strong understanding of channel sales strategies, partner enablement, and channel dynamics.
B. Demonstrated ability to drive sales growth through channel partners and meet or exceed sales targets.
C. Strong analytical skills to track and interpret key performance indicators and provide actionable insights.
D. Ability to work independently and manage multiple channel partner relationships simultaneously.