Job Title: Channel Account Manager, West
Position Summary:
As the Western Channel Account Manager, you will oversee sales activities for Jupiter’s assigned channel partners, aiming to meet revenue targets and support business expansion goals. This dynamic and high-visibility role requires a proven ability to drive incremental growth through collaboration with channel partner field sales teams, consistently achieving ambitious revenue targets. To succeed in this role, you should be highly results-driven, possess a deep understanding of the AV market, and be customer-focused, with a successful record in expanding partner networks. You will also need strong skills in building both technical and sales relationships with partners. This role involves close collaboration with Jupiter’s internal teams and partner staff, including Marketing, Sales, Operations, Engineering, and Customer Support.
Responsibilities for this role include but are not limited to:
- Actively drive partners to maximize sales and total partnership potential through sales best practices, training, and support.
- Work with marketing to drive programs and events to extend channel-generated opportunities to new prospects.
- 50-75% Travel throughout the Western US territory for face-to-face meetings/demos with consultants, resellers, and end-users to build the sales pipeline required to meet/exceed sales objectives
- Identify and recruit channel partners required to meet business units, industry verticals, and geographic expansions within designated Western states.
- Manage and be the main point of contact for assigned channel partners.
- Establish channel partner revenue targets and regularly participate with channel field sales in account planning sessions and prospect sales campaigns.
- Meet and exceed set sales quotas for business units and new opportunity objectives and provide accurate monthly and quarterly revenue forecasts.
- Providing weekly reporting of pipeline and forecast using the Salesforce automation tool Identify and participate in partner seminars and events for targeted sales programs.
- Identify required Jupiter technical support requirements for sales campaigns and drive the training programs to position partners for technical self-sufficiency.
What we are looking for:
- Excellent communication skills with the ability to articulate technical information in a clear, concise manner
- Proven ability to drive the sales process and close the deal
- Self-starter, highly motivated and competitive professional
- An entrepreneurial spirit
- Self-starter with high energy, drive, enthusiasm, initiative, and commitment
- Solid organizational and planning skills
- Alignment with our company values of going above & beyond, absolute integrity, exceptional reliability, compassionate service, and continuous innovation
Required Experience:
- 8+ years of territory sales management for a technology company; experience selling video wall processing and/or enterprise display technologies a plus.
- Consistent and provable track record for meeting and exceeding sales quotas.
- Ability to demonstrate products to prospective customers
- Positioning products via value-based solution selling
- Proven Track Record with new channel account development
Education: BA/MBA in Business or related discipline or equivalent experience
Location: Must live in Western US > ND-TX west
Job Type: Full-time
