Channel Partner Account Manager

US Green Building Council • Remote, US,

13h • $105,000 - $125,000 • Remote

About The Position

The Channel Partner Account Manager develops and maintains commercially productive relationships with service providers and channel partners that help customers discover, purchase, and use USGBC/GBCI products and services. The role owns partner business plans, relationship development, activation, coordinated enablement, and qualified joint commercial opportunities. It supports partner-led distribution alongside direct customer relationships while preserving clear end-customer ownership and accurate attribution of partner contributions.

The position supports a global portfolio of channel partners and service providers across regions, expanding market reach, strengthening partner engagement, and supporting consistent commercial execution while accounting for regional requirements. Assigned partners may span multiple products, regions, and approved commercial arrangements. As an individual contributor on the global channel partner account management team, the role develops scalable partner relationships, supports joint business opportunities, and strengthens collaboration between partners and internal commercial teams worldwide.

The role reports to the Director of Account Management and works with regional directors, market leads, customer account management, client solutions, sales enablement, marketing, product, finance, and legal. The position is remote in the U.S., with a Monday-to-Friday schedule of 9:00 AM to 5:30 PM in the employee’s time zone. Flexibility for international time-zone collaboration and domestic or international travel may be required.

Requirements

• At least five years of experience in business-to-business account management, business development, channel sales, or strategic alliances, including at least three years directly managing and developing channel, consulting, service-provider, or other commercial partner relationships.
• Experience establishing joint business plans, activating partners, coordinating joint commercial opportunities and enablement, and measuring partner contribution.
• Experience evaluating partner business models, developing joint commercial plans, activating partner relationships, and maintaining executive and operational stakeholder engagement.
• Experience coordinating joint selling, lead handoffs, partner enablement, and account-engagement rules across customer-facing teams.
• Demonstrated commercial judgment and negotiation skills, including constructive conflict resolution and appropriate management of contractual or decision-making boundaries.
• Experience using CRM systems and commercial data to maintain partner records, monitor pipeline activity, assess engagement and conversion, and distinguish partner contribution from underlying sales.
• Experience managing or supporting channel partner relationships across multiple regions, markets, or business units.
• Ability to collaborate with geographically distributed commercial teams and coordinate partner-led opportunities across different markets.
• Experience managing channel partner relationships spanning multiple countries, regions, or commercial markets.
• Experience supporting partner-led business development within a multi-product or global professional services organization.
• Familiarity with partner recruitment, activation, enablement, and performance reporting frameworks.
• Bachelor’s degree in business administration, marketing, international business, communications, sustainability, or a related field.
• Proficiency with Salesforce or a comparable CRM platform, including partner account and contact management, opportunity tracking, pipeline reporting, and commercial activity documentation.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable productivity and collaboration tools.
• Experience using CRM reports, dashboards, and commercial performance data to monitor partner engagement, opportunity conversion, and contribution to business objectives.
• Experience with digital collaboration, virtual meeting, and presentation platforms for partner relationships and global-team coordination.
• Strong relationship management and business development skills, including the ability to establish and maintain commercially productive partner relationships.
• Ability to understand partner business models, develop joint plans, and coordinate commercial opportunities involving multiple stakeholders.
• Strong consultative selling, negotiation, conflict-resolution, and commercial judgment skills.
• Excellent written and verbal communication, stakeholder engagement, and cross-functional collaboration skills.
• Strong analytical skills and attention to detail, including the ability to interpret partner performance, pipeline activity, and commercial contribution data.
• Ability to build and maintain effective relationships across cultures, geographic regions, and time zones.
• Strong organizational and time-management skills, including the ability to manage multiple partner relationships, joint business plans, and commercial priorities simultaneously.
• Ability to balance global partner engagement practices with regional business needs, market conditions, and approved commercial arrangements.
• Ability to influence cross-functional stakeholders and support repeatable commercial processes without direct people-management authority.
• Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.

Nice To Haves

• Experience working with sustainability consultants, real estate service providers, building operators, certification ecosystems, or comparable advisory and implementation channels.
• Advanced degree in business administration, international business, marketing, or a related discipline.
• Familiarity with partner relationship management (PRM) systems, partner portals, or comparable channel management tools.
• LEED Green Associate or LEED AP credential.
• Relevant professional certifications in channel sales, strategic account management, business development, or Salesforce.

Responsibilities

• Develop, maintain, and segment relationships with assigned channel partners, consultants, service providers, and other approved commercial partners; assess partner business models, customer reach, product expertise, commercial roles, and stakeholders, and maintain accurate partner records.
• Establish joint business plans outlining mutual priorities, target customer segments, commercial opportunities, engagement activities, and performance measures; build senior-level and operational relationships that support sustained engagement.
• Identify potential partners based on approved commercial strategies and market coverage needs, and coordinate qualification, approvals, onboarding, and activation with regional directors and market leads.
• Identify, qualify, and coordinate partner-originated or partner-influenced opportunities with market leads and customer account management; confirm customer ownership, responsibilities, next steps, timing, and authorized information sharing.
• Progress qualified joint opportunities toward assigned pipeline and revenue contribution objectives, supporting cross-regional opportunities with coordinated customer engagement and clear commercial ownership.
• Identify partner knowledge and capability gaps and coordinate approved training, product information, sales resources, and joint outreach with sales enablement, marketing, product, and client solutions.
• Reinforce accurate representation of USGBC/GBCI products, services, and technical limitations, and support consistent global enablement while accommodating regional requirements through approved materials and processes.
• Collaborate with customer account management and service providers to identify building performance, existing building, portfolio, and ongoing customer engagement opportunities; coordinate partner involvement while maintaining distinct partner and end-customer responsibilities.
• Maintain partner business plans, Salesforce records, and accurate reporting of partner-sourced and partner-influenced opportunities; monitor engagement, conversion, and contribution while avoiding duplicate revenue attribution.
• Review partner performance, resolve routine issues within approved guidelines, escalate underperformance or exceptions, and provide global performance reporting and insights for commercial planning and partner development.
• Coordinate partner engagement, joint opportunities, and approved commercial arrangements with regional and cross-functional teams, facilitating communication and effective commercial handoffs.
• Lead assigned partner relationships, conduct partner reviews, prioritize approved development activities, maintain contribution records, monitor portfolio health, and recommend actions to improve partner effectiveness.
• Recommend partner recruitment, activation, segmentation, joint initiatives, and corrective actions based on performance and market needs; escalate customer-ownership disputes, channel conflicts, information-sharing concerns, contractual issues, and proposed changes to partner status or commercial terms.
• Ensure partner activities and commercial commitments align with approved organizational policies, partner agreements, and global commercial processes.

Benefits

• Competitive compensation.
• 401(k) with employer matching.
• Professional development reimbursement.
• Healthcare plan through Cigna including medical, dental, vision, and prescription drugs; USGBC covers 100% of premiums and provides an HRA to assist with the in-network medical deductible.
• Paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level.
• Operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after seven years of continuous service.
• A purpose-driven, inclusive culture, career-growth opportunities, and the opportunity to contribute to global sustainability efforts.

What This Job Offers

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