• Channel Account Manager, Northeast

    Job Locations US-Based off Territory
    Posted Date 4 weeks ago(5/21/2019 11:52 AM)
    Job ID
    # of Openings
  • Overview

    The Cradlepoint Sales Organization is looking for a Channel Account Manager who will manage the Partner sales within a designated country, territory, or region and will be primarily responsible for Cradlepoint-led or partner-led selling motions and ensuring appropriate account coverage.   The Channel Account Manager will build business plans that align tactical account or partner plans with corporate strategy, as well as build local business plans that adapt and execute regional priorities and company growth initiatives.   They will also ensure that the partner sales force is trained, skilled, motivated, measured appropriately, and rewarded commensurately and will provide coaching and mentoring, and will challenge individuals and teams to improve sales performance.  


    They will actively recruit to provide Cradlepoint with superior sales talent, manage pipeline size, shape, and velocity and provide timely, accurate forecasts.   In addition to the above, the Channel Account Manager will remove obstacles that inhibit team success.  In addition to the above, the Channel Account Manager will help train and motivate local cellular carrier representatives (Verizon, ATT, T-Mobile, Sprint) to understand clearly our ability to deliver best in class solutions across Mobility, IOT & Branch market segments.


    • Train, coach, and mentor partner sales representatives and sales engineers to ensure and enable optimum selling for Partners
    • Travel to channel partner locations within region as needed, while managing ROI of travel costs
    • Respond, communicate with and present information to channel partners, co-workers, customers, clients, and general public
    • Drive the success of partner-related programs
    • Manage and deploy co-marketing services and funding
    • Execute clear and timely communications and notifications of major events (product releases, promotions, trade-shows)
    • Drive sales force discipline and measurable accountability for meeting or achieving quota
    • Contribute to profit and loss within areas of responsibility (e.g., country, region, territories) and all aspects of a deal’s lifecycle
    • Drive direct or partner-led sales within territories and regions to ensure linear tracking of targeted revenue, margin, and profitability metrics
    • Drive selling higher and deeper into existing accounts
    • Drive compliance with or alignment to Cradlepoint sales methodology
    • Implement sales initiatives to meet or exceed goals
    • Ensure alignment of resources to meet account coverage and sales targets, and to maximize the use of sales resources
    • Drive innovative selling strategies among the sales force in recognition of changing sales dynamics and customer accessibility
    • Drive key go-to-market initiatives
    • Contribute to the development of sales strategy
    • Assist in securing executive contacts for key accounts or partners, and facilitates sales at the executive account level
    • Manage roll-up and communication of aggregate forecasts
    • Exercise strong cost management and control


    • Bachelor’s Degree and 5 years’ experience in applicable channel sales
    • Travel to both Partner and Carrier locations, within region and maintain a good ROI on those travel expenses
    • Strong skills in building, maintaining, and expanding channel sales relationships
    • Strong communication skills (written, verbal and presentation)
    • Demonstrated social skills and ability to get along well with others
    • Ability to travel and stand for many hours during trade shows
    • Ability to drive weekly call volume goals
    • Prioritize and adjust to the changing demands of the position
    • Meet and exceed monthly/quarterly/ and annual channel sales revenue goals as assigned
    • Experience in managing the channel sales pipeline
    • Must be able to coordinate channel partner, inside sales, outside sales engagements
    • Serve as a liaison between the channel partner and other internal Cradlepoint departments
    • Assist channel partner marketing team with demand generation campaigns          


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