Channel Account Manager, TOLA - Dallas, TX, US

Neat•Albuquerque, NM

26d

About The Position

The Channel Account Manager is responsible for driving engagement and pipeline with strategic national and regional reseller partners in the TOLA territory. The role calls for a strategy-first approach, strong channel program acumen, and the ability to grow partner mindshare and revenue. Building trust and integrating Neat’s closed-loop sales and marketing process within strategic partner communities are central to the success and expansion of the Neat Channel Program. The position involves managing partner relationships, joint business planning and reviews, partner training and demonstrations, and adoption of go-to-market programs and partner resources. The role also executes marketing plans and market development funds (MDF) opportunities while working across internal teams. Extensive travel is required, with more than 50% of time spent with partners.

Requirements

At least 5 years of experience in channel management within the enterprise video collaboration industry, supporting regional and national partners.
Proficiency in CRM/PRM and partner-centric toolsets.
Demonstrated ability to operate effectively in a rapidly scaling, dynamic environment.
Strong executive presence and public speaking experience.
Demonstrated ability to build executive relationships.
Strong, consistent track record of exceeding sales goals.
BS degree in Marketing, Business Administration, or relevant experience.

Responsibilities

Win, maintain, and expand relationships with assigned strategic national and key regional resellers.
Lead ongoing joint business planning and implementation, along with quarterly business reviews supported by clear strategies and metrics.
Conduct on-site and remote partner training to increase partner skills, competency, and commitment.
Drive product and service demonstrations for partners and end users.
Analyze, develop, and track best practices for investment programs, enablement sessions, incentive programs, and promotional campaigns.
Work cross-functionally with channel, operations, sales, support, and product specialists to build business alignment.
Develop and drive adoption and engagement of go-to-market programs for Neat and strategic partners.
Establish relationships with executives and key partner contacts.
Drive awareness and adoption of partner program resources, programs, and tools.
Execute quarterly marketing plans and MDF opportunities.
Balance business acumen with emotional intelligence and contribute to the performance of peers.
Travel extensively, spending more than 50% of time with partners.