(AS) Channel Account Manager - handling CISCO Business

A Channel Account Manager understands revenue objectives, market segmentation, motivational resources, and how channel businesses work in tandem with internal sales.

Sales

• Driving the identification and closure of opportunities, achieving targets and KPI's aligned to growth and new business Identify and establish new projects for Cisco Architectures and Next Generations/Growth Solutions in the Visayas-Mindanao (VisMin) Region of the Philippines
• Maintain and grow existing projects for Cisco in these accounts.
• Build up an excellent relationship with the Regional, VisMin, Cisco Account Managers responsible for the VisMin accounts and work closely together with them.
• Build up and maintain an excellent relationship with local and regional resellers in the Vismin region and work closely with them to achieve set targets.
• Support internal sales in managing account administration.

Channel and Customer Support

• Keep channels and customers informed with product-related information.
• Coordinate with training, marketing, business development, and product management to effectively support the customer.
• Establish productive vendor relations to ensure quality of service to channels and customers.

Business Management

• Maintain up-to-date profiles on accounts showing revenue projects and quotas.
• Gain general understanding of customer business and strategic plans as they relate to Comstor products and services.
• Maintain relevant account information develop own knowledge of Comstor and vendor product portfolio.

Requirements

Must have strong business acumen given the points below:

Serving as liaison

• A channel manager’s job is to serve as the go-between between company management and partners, advocating for both parties.
• A successful channel account manager must be concerned about the needs of the partners.
• They need to know their partners, their partners’ business, and how their success aligns with the supplier’s sales goals.

Negotiating contracts

• As the channel liaison, he/she must understand how to negotiate the terms of partner contracts.
• This includes setting price markups, payment terms, delivery schedules, renewals, marketing and sales support, and more.

Training

• To ensure customer satisfaction and partner profits, it’s essential that channel partners understand the supplier’s products and services so they know how best to sell and service them.
• It’s the channel manager’s job to assist with partner training and sales strategies.

Resolving channel conflicts

• The channel manager needs to stay abreast of prospects in the pipeline and upcoming sales contracts in order to avoid channel conflicts.

Analytics skills

• Building a successful channel sales strategy is more than just mapping partner generated revenue to sales quotas. It also requires monitoring a variety of factors, such as sales potential, deal frequency and adoption, growth rates, use of market development funds (MDF), and potential business growth.

Must have:

• Experience in handling Cisco business as Channel Account Manager
• Experience in IT Distribution Industry
• More than 5 years of experience as CAM

Benefits

General Employee Benefits:

• The standard work setup is every Monday to Friday, which involves employees reporting to the office three times a week and working remotely for two days
• HMO coverage is provided through Intellicare, with a Maximum Benefit Limit of Php 270,000 per illness, including pre-existing conditions.
• Life Insurance is provided through BDO Life with a sum assured of Php 500,000.
• 10 days of annual leave
• 4 days of Well-being leave
• 7 days of Sick leave each year
• Birthday leave
• Compassionate Leave
• Basic salary + monthly allowance