Sr. Channel Account Manager

Ergotron, Inc.•Chicago, IL

12d•$90,000 - $120,000•Hybrid

About The Position

The Senior Channel Account Manager for CDW Healthcare owns the strategy, growth, and execution of Ergotron with one of our critical reseller partners. This role is responsible for expanding revenue, deepening executive relationships, driving solution adoption (hardware + software), and aligning internal teams to win in a complex healthcare environments. They act as the single-threaded owner of CDW Healthcare, balancing strategic partnership leadership with day-to-day execution, and serving as the internal voice of CDW and healthcare customers.

Requirements

8–12+ years of experience in channel sales, strategic accounts, or partner management
Proven success managing large, complex reseller relationships (CDW, SHI, Insight, etc.)
Direct experience selling into or through healthcare verticals
Strong executive presence and ability to influence without authority
Track record of driving solution-based selling, not just product transactions
Experience with enterprise healthcare systems, IDNs, or national healthcare programs
Background working cross-functionally with product and marketing teams
Familiarity with hardware + software ecosystems
Experience navigating matrixed organizations
Strategic thinking with strong execution discipline
Relationship builder at executive and field levels
Data-driven decision making
Clear, compelling communicator
Comfortable with ambiguity and complexity
Salesforce.com experience preferred
BS/BA degree in Business, Sales or other related field preferred

Responsibilities

Own the relationship with CDW Healthcare across executive, sales leadership, category management, and field teams
Develop and execute a joint annual business plan (JBP) with measurable revenue, attach, and solution goals
Lead QBRs, EBRs, and strategic planning sessions with CDW Healthcare leadership
Act as the escalation point for critical issues, ensuring fast resolution and long-term trust
Drive net-new growth and share-of-wallet expansion across healthcare segments (IDNs, hospitals, clinics, ambulatory, etc.)
Increase solution and software attach, not just product volume
Identify whitespace opportunities and emerging healthcare workflows where Ergotron can differentiate
Partner with field sellers to influence large deals, strategic pursuits, and national programs
Bring strong understanding of healthcare environments, workflows, and buying dynamics (clinical, IT, facilities, procurement)
Translate healthcare customer needs into clear value propositions and partner-ready messaging
Stay current on healthcare trends that impact technology, mobility, infection control, and digital workflow
Serve as the internal quarterback for CDW Healthcare across: Sales & Vertical Teams, Product Management & Engineering, Marketing, Customer Experience / Support
Provide structured feedback on: Product gaps, Competitive pressure, Pricing & program effectiveness
Ensure internal teams understand why CDW Healthcare matters and how to win together
Drive partner enablement for CDW Healthcare sellers (training, tools, playbooks, messaging)
Launch and manage partner programs, promotions, and campaigns aligned to healthcare priorities
Track performance against plan and adjust tactics quickly
Own forecast accuracy and pipeline visibility for CDW Healthcare
Track KPIs including revenue, attach rates, solution mix, and program ROI
Provide regular executive-level updates internally