Channel Account Manager, Distribution

Ascom

2d • Remote

About The Position

Join Ascom as a Channel Account Manager, Distribution and play a key role in building and growing our indirect sales ecosystem across ScanSource, TD SYNNEX, and the value-added resellers they serve. This role is ideal for a channel sales professional who excels at developing trusted partner relationships, creating qualified pipeline, and converting distributor engagement into measurable revenue growth. Reporting to the Enterprise Sales Manager, you will identify VAR recruitment opportunities through our distributor network, own ongoing partner relationships, coordinate distributor programs, and manage partner-led opportunities from pipeline creation through close. You will help create a scalable partner channel that expands Ascom’s enterprise reach. By strengthening distributor relationships, enabling reseller partners, and building disciplined sales motions, your work will directly support pipeline development, revenue attainment, and sustainable market growth. This role combines strategic relationship management with hands-on sales execution. You will collaborate across Sales Engineering, Product Management, Marketing, Services, and Sales leadership while representing Ascom with distributors, VARs, customers, and industry partners.

Requirements

• Bachelor’s degree in Business, Marketing, Sales, Communications, or a related field preferred; equivalent relevant experience may be considered in lieu of a degree.
• Five or more years of progressively responsible experience in quota-carrying sales, channel sales, distributor sales, business development, or account management, with demonstrated responsibility for pipeline creation and revenue attainment.
• Experience working with technology products, software, mobility solutions, enterprise communications solutions, distributors, resellers, VARs, or indirect sales channels preferred.
• Working knowledge of Manufacturing, Critical Infrastructure, Secure Establishment, and Healthcare markets is a plus but not required.
• Experience generating qualified pipeline, progressing partner-led opportunities through a disciplined sales process, and managing opportunity activity, forecasts, and partner data in CRM.
• Ability to recruit, onboard, develop, and maintain positive and productive reseller relationships.
• Ability to develop joint business plans and lead business reviews with distributors and VAR partners.
• Strong business presentation, listening, written communication, and partner enablement skills.
• Ability to clearly communicate value propositions to sales partners, customers, and internal stakeholders.
• Strong organizational skills, follow-up discipline, attention to detail, and accountability.
• Ability to work independently as an individual contributor while collaborating effectively with an assigned Sales Engineer and cross-functional resources.
• Proficiency with Microsoft 365 applications.
• Ability to travel approximately 50% throughout the United States for customer meetings, tradeshows, and partner events.
• Ability to communicate courteously and professionally with employees and other business contacts.

Responsibilities

• Build high-trust relationships with ScanSource and TD SYNNEX leadership, branch managers, and sales teams.
• Identify and align with distributor programs and resources that can generate Ascom opportunities.
• Educate distributor sales teams on Ascom solutions, target markets, and value proposition.
• Drive Ascom into distributor sales motions through supplier programs.
• Identify and pursue VAR recruitment opportunities through the master distributor network.
• Recruit, onboard, develop, and maintain productive relationships with reseller partners.
• Own and manage the distributor-led sales pipeline, including distributor and VAR activity, opportunity progression, forecasts, CRM accuracy, Ascom resource coordination, and revenue performance through close.
• Conduct distributor-level business reviews covering activity, pipeline, VAR alignment, program execution, and growth priorities.
• Develop joint business plans and lead business reviews with distributors and VAR partners.
• Coordinate distributor promotions, programs, enablement campaigns, and partner initiatives.
• Collaborate with Ascom Sales Engineering, Product Management, Marketing, Services, and Sales leadership to support partner-led opportunities.
• Represent Ascom at distributor meetings, VAR visits, customer meetings, tradeshows, and partner events as requested.
• Work independently, prioritize activity, and execute with urgency, quality, and accountability.
• Maintain and monitor expenses in accordance with Ascom policy.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level