Inside Channel Account Manager -MSP Focus

ESET•Boston, MA

About The Position

The Inside Channel Account Manager drives business through ESET’s channel partners and distributors, with support from senior colleagues and managers. The role focuses on partnership development, partner profiling, and cross-selling and upselling. It involves building and managing a qualified pipeline of channel partners within a defined geographic territory or account split, and working with external Channel Account Managers and Sales Engineers. The role primarily serves volume partners and engages with partners virtually by phone and video call. The position supports partners’ day-to-day operational needs, builds collaborative relationships with partner accounts and their customers, identifies and influences key decision makers, and develops existing business and upsell opportunities. The role also involves learning ESET’s product range, responding to partner queries, maintaining accurate CRM records, assisting with deal registration and orders, forecasting revenue, and achieving monthly and annual revenue and KPI targets.

Requirements

At least 4 years of experience in sales, customer service, retail, hospitality, or another customer-facing role.
Experience working with Managed Service Providers (MSPs) and a strong understanding of the MSP business model, partner ecosystem, and sales motions.
Excellent verbal and written communication skills.
Strong interpersonal and relationship-building abilities.
Self-motivation and a desire to learn and grow in a sales career.
Comfort making outbound calls and engaging with prospective customers.
Strong organizational and time-management skills.
Ability to work independently and as part of a team.
Basic proficiency with Microsoft Office.
Willingness to receive coaching and adapt to feedback.

Nice To Haves

Bachelor’s degree in Business, Marketing, Communications, or a related field; preferred but not required.
Previous experience in inside sales, lead generation, or business development.
Experience with a CRM such as Salesforce or HubSpot.
Internship experience or relevant coursework may be considered in place of professional sales experience.

Responsibilities

Engage with partners virtually by phone and video call, driving activities and acquisition while supporting day-to-day operational requirements.
Build collaborative business relationships with partner accounts and their customers.
Identify key decision makers within partner organizations and influence them as appropriate.
Primarily work with volume partners.
Profile partners manually, with guidance, to identify those with potential and refer them to Channel Account Managers.
Build a pipeline with assigned accounts, focusing on existing business and upselling with guidance from senior team members.
Forecast revenue accurately on a weekly and monthly basis.
Maintain knowledge of ESET’s product range at sales and basic technical levels, respond to partner queries, and explain product benefits.
Counter competitive claims.
Keep reseller and customer company information and activity records up to date in the CRM system.
Assist resellers with operational tasks, including processing deal registrations and orders.
Achieve monthly and annual revenue and KPI targets.
Carry out other work as instructed by a managing employee, in line with department and company activities.