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TITLE

 

Channel Account Manager

COMPANY

 

Act-On Software

LOCATION

 

Scottsdale, AZ, US

Description

As a Channel Manager for Act-On Software you will be responsible for partner management and recruitment in your designated region. You will be responsible for the day-to-day management of your region, which includes (but are not limited to) pre and post sales assistance, tactical and strategic marketing assistance, customer interactions, quarterly business and marketing planning, co-selling with designated Act-On selling executives and channel issue resolution.  

Responsibilities:

Channel Maintenance & Development

  • The Channel Manager will work with Strategic Partners to investigate and develop “accelerator initiatives” that enable the Partner to grow their overall Act-On practice.
  • Provide in-depth Act-On product pre-sales support (Demonstrations, Marketing Automation Strategies, Lead Qualification Guidance, etc.) while assisting the partner in all pre & post-sales activities as required.
  • Key Performance Indicators (KPIs) & other metrics will be developed for “Strategic Partners” to track the investment & impact of individual initiatives and development plans. Appropriate action will be taken based on results in each case.
  • Channel Manager will help partners with their Quarterly Business and Marketing Plans that include using social media for promoting the Act-On brand, Webcasts, Live Networking Events, Blogs, etc.
  • The Channel Manager will schedule Weekly (or Bi-Weekly) Partner cadence/health check calls to evaluate Pipeline/Forecast, the status, Product Competency, and Marketing action items and then be able to determine if any modifications or corrective measures are required.
  • Travel Required

 

Required Experience:

  • Act-On Software “Power” user
  • Marketing Automation industry background
  • Forecasting & Pipeline management experience
  • Exceptional familiarity with channel sales and management with a background in Marketing Automation process and software applications.
  • Experienced in channel development and channel growth strategies
  • Channel Sales/Management experience Highly preferred
  • Experience with channel sales and business development best practices.
  • Direct experience developing individual partner business planning and marketing deliverables
  • Demonstrable relational, high-energy business development skills, with strong business acumen for problem identification and creating acceptable resolutions
  • A proven ability to communicate verbally and in writing; able to develop compelling proposals, value propositions and business cases.
  • Proven skills to develop and track financial models and plans.
  • A track record of building strong channel relationships
  • Acute listening skills; strong, collaborative work-style; tenacity for driving results; recognized leadership and decision-making skills
  • Detail oriented, with a focus on effective prioritization of key actions needed.
  • Prior SaaS, Marketing Automation, CRM and Open Source software experience.
  • Detailed channel program and channel management experience

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