Channel Account Manager
WFA Digital Insight
The demand for skilled channel account managers has surged, with a notable 25% increase in job postings over the last year. As the remote job market continues to evolve, professionals with expertise in Salesforce and a deep understanding of the UCaaS industry are in high demand. Gazelle, a pioneer in Everything-as-a-Service, stands out for its innovative approach to connectivity and communications. With the company's commitment to making the future accessible to everyone, this role presents a unique opportunity for career growth and impact. Before applying, candidates should be prepared to demonstrate their strategic selling skills, ability to develop productive partner relationships, and a strong grasp of the telecommunications industry.
Job Description
About the Role
The Channel Account Manager position at Gazelle is a critical component of the company's indirect channel sales strategy, focusing on driving sales and revenue growth through designated partners. This role requires a highly skilled professional who can leverage their consultative and strategic selling skills to achieve quota attainment. The successful candidate will be part of a dynamic team that is dedicated to transforming and making accessible the future of connectivity and communications.The day-to-day responsibilities of this role will involve managing sales opportunities with partners, developing and executing partner plans, and collaborating with cross-functional teams to drive business growth. The Channel Account Manager will be expected to have a deep understanding of the UCaaS industry, including the features, benefits, and requirements of Gazelle's products and services.
As a key member of the sales team, the Channel Account Manager will be responsible for providing accurate and detailed forecasts, managing the sales funnel, and ensuring that partners are equipped to market and sell Gazelle's products effectively.
What You Will Do
- Discover and manage sales opportunities with designated partners in the region
- Develop and execute partner planning documents to drive sales growth
- Provide accurate and detailed weekly, monthly, and quarterly forecast funnels to meet or exceed quota requirements, utilizing Salesforce
- Manage and maintain a robust sales funnel with current status updates
- Meet with partners, participate in joint sales calls to customers, and assist partners in closing opportunities
- Develop and maintain a territory plan, including a recruiting strategy for new partners
- Coordinate partner access to sales engineering, field marketing, and overlay resources as needed
- Disseminate all communications and announcements to partners
- Drive product and promotions, and participate in events and training sessions
- Train partners on products, processes, and effective sales techniques
- Escalate any pricing, SLA, or other issues as needed
What We Are Looking For
- 5+ years of related experience in channel sales with a proven track record of success
- Advanced understanding of the UCaaS industry, including the features, benefits, and requirements of Gazelle's products
- Experience selling UCaaS and CCaaS products, with a strong network of contacts in the industry
- Proven ability to build and maintain strong relationships with partners
- Intermediate understanding of company financial measures and advanced understanding of telecommunications industry trends
- Strong knowledge of Salesforce and its applications in sales management
- Excellent communication, negotiation, and problem-solving skills
Nice to Have
- Experience with indirect sales models and channel sales strategies
- Knowledge of competitor products and services in the UCaaS industry
- Certification in Salesforce or a related field
- Experience working in a fast-paced, dynamic sales environment
Benefits and Perks
- Competitive compensation package
- Opportunity to work with a pioneering company in the Everything-as-a-Service sector
- Collaborative and dynamic work environment
- Professional development and training opportunities
- Access to the latest technology and tools, including Salesforce
- Flexible remote work arrangements
- Comprehensive health and wellness benefits
- Generous paid time off and holiday schedule
How to Stand Out
- Develop a strong understanding of the UCaaS industry and Gazelle's products to stand out in your application and during interviews.
- Highlight your experience with Salesforce and your ability to leverage its capabilities to drive sales growth.
- Be prepared to provide specific examples of your success in building and maintaining strong partner relationships.
- Showcase your strategic selling skills and ability to develop and execute effective partner plans.
- Research Gazelle's commitment to diversity, equity, and inclusion to understand the company culture and values.
- Prepare to discuss your knowledge of the telecommunications industry and how you stay up-to-date with the latest trends and developments.
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