Distribution Partner Account Manager

New

Based in the United StatesFull-TimeSenior

SalaryCompetitive annual sales compensation ranging from $199,000 to $411,500 in New York and $175,000 to $411,500 in South Carolina. Compensation is structured around a 60% base salary / 40% target-level sales compensation mix when performing at 100% of the sales plan.

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Job Details

Experience: 6+ years
Required Skills: NegotiationRelationship buildingAccount Management

Requirements

Bachelor’s degree or equivalent combination of education and professional experience preferred.
6+ years of progressive sales experience at the end-user account or partner level, ideally within a complex technology or channel environment.
Demonstrated experience working directly with distribution partners and developing mutually beneficial partner relationships.
Strong sales and account-management expertise, including opportunity identification, solution development, negotiation, pipeline management, and quota achievement.
Solid understanding of technology trends, IT environments, customer investment priorities, and technology portfolios, with the ability to communicate business value clearly.
Strong partner-industry and channel knowledge, particularly within the SMB segment, with the ability to understand competitive dynamics and evolving market needs.
Financial acumen, including familiarity with revenue projections, profitability, financial statements, and business planning.
Proven ability to forecast sales, anticipate partner needs, identify gaps, and take proactive action to improve results.
Strong communication, relationship-building, negotiation, and conflict-management skills, with confidence engaging stakeholders at multiple organizational levels.
Ability to influence cross-functional teams and partner organizations without relying solely on formal authority.
Excellent prioritization and time-management skills, with the ability to manage multiple initiatives and meet deadlines.
Professional proficiency with sales platforms, business tools, and technology solutions.

Responsibilities

Serve as a trusted strategic advisor to distribution partners, helping them identify market opportunities, emerging trends, and growth priorities aligned with business objectives.
Develop and execute joint business plans that drive revenue, profitability, pipeline growth, market share, and stronger partner commitment.
Build and maintain executive-level relationships with distribution partners while developing a strong understanding of their customers, business models, priorities, and competitive landscape.
Lead partner sales strategies across “sell with,” “sell to,” and “sell through” motions, tailoring solutions and commercial programs to partner and customer needs.
Coordinate sales cadence, partner education, marketing initiatives, executive briefings, forecasting, business planning, and customer engagements, bringing in internal specialists when appropriate.
Drive account mapping with partners and field sales teams to identify opportunities, improve sales alignment, and increase pipeline and revenue potential.
Promote greater partner investment in sellers, solution architects, and other resources dedicated to technology portfolios and solutions.
Monitor and improve partner performance, including pipeline development, quota attainment, forecasting, sales execution, and overall channel effectiveness.

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