Channel Account Manager
The following job is only available in the USA.
The ELOKON Group is a leading international provider of sensor- and cloud-based solutions to solve workplace safety and productivity issues in the material handling industry. We employ professionals in the US, Europe, and the UK. We are the pioneer in forklift safety systems, with 30+ years of experience, trusted by Fortune 500 customers worldwide.
ELOKON’s mission is to innovate for a safer material handling world. With over 4,250 customers globally, we engineer, sell and install award winning safety and warning systems for material handling operations.
ELOKON Inc. is the North American subsidiary of ELOKON GmbH. To capitalize on our recent customer successes in the North American markets, ELOKON Inc. is looking to hire a highly motivated Channel Account Manager that will report to the VP of Sales.
In this role, you will serve as the end-to-end owner of a set of channel account relationships, establishing and cultivating strong customer relationships and ultimately driving ELOKON solutions, services, and hardware sales to meet revenue targets. You will manage prospecting and channel partner development activities such as lead generation for assigned and prospective channel accounts; build and implement growth plans across multiple products and technologies; develop, grow, and close sales campaigns to realize channel account revenue objectives.
Job Overview
The Channel Account Manager is responsible for driving revenue, adoption, and market penetration in assigned and prospective channel accounts. You’ll be in a highly visible role serving as the point of contact for established channel partners and developing new channel accounts. The ideal candidate will possess a strong sales and industry background that enables them to drive engagement at all organizational levels and be seen as a trusted advisor.
Why should you join us?
- You want to be a part of proven company, with tremendous growth potential.
- Chance to work with innovative technology and represent a high-quality product that has the potential to save lives and improve overall safety in the materials handling industry.
- You want to be significantly rewarded for your abilities and contributions.
- You want to work hard within a fun-loving environment that encourages a work-life balance.
Responsibilities
- Manage all day-to-day channel/reseller relationships with existing and prospective partners and their customers.
- Maintain ELOKON's channel/reseller price list using internal company tools, systems, and CRM (Salesforce) resources.
- Closing channel/reseller contracts and upholding the obligations of the channel/reseller partners and ELOKON to ensure any shortfalls are addressed and resolved.
- Provide guidance to partners on structuring deals with appropriate products, pricing and term options.
- Provide regular product training and product update to partners.
- Proactively maintain, develop, and implement new business initiatives to drive achievement of goal targets and opportunities.
- Enable channel/reseller accounts by planning, coordinating, and conducting product/solution training for applicable sales members.
- Conduct and report bi-weekly and quarterly business review and planning sessions with senior leadership.
- Support in recruiting new channel/reseller partners and opportunities.
- User internal company tools, systems (e.g. Salesforce, Teams, ZoomInfo, Salesviewer) and resources to verify and document discovery meetings with channel partners/resellers that accurately records opportunity details e.g. budget, authority, need, timeline (BANT).
- Create and deliver remote and in person product demonstrations to channel partners / resellers.
- Execute strategic engagement campaigns for existing and prospective channel clients using internal company tools, systems, and Salesforce CRM resources.
- Participate and present in internal sales meetings.
- Participate in knowledge-sharing to enhance sales team expertise.
- Maintain sales demo resources, tools, and process flows.
The candidate should possess the following qualifications:
- Minimum of 6 years of sales experience in channel/reseller material handling equipment, automation, technology, or technology sales inclusive of SaaS.
- Must have strong technical, customer facing and presentation skills.
- Must be able to quickly build credibility amongst team members, and existing/new channel partners and/or resellers.
- Ability to understand “middleman” role between delivery and sales (with focus on closing business through messaging and engagement differentiators).
- Solid knowledge of material handling safety applications and solutions, either through work with industry participants or consulting to the industry.
- Meeting and event planning experience strongly desired.
- Attention to details for project scoping & estimation skills.
- Skilled in recognizing client needs to demonstrate the right solutions and appropriately align client expectations with product capabilities.
- 3+ years CRM experience (Salesforce experience is an advantage).
- Excellent verbal and written communication skills.
- Ability to work independently (self-starter) and within international team environment.
- Bachelor’s Degree in a related field such as Business or Engineering is preferred.
- Must be proficient with MS Office products.
- Excellent time management and ability to prioritize.
Requirements
- You must be legally authorized to work in the US.
- Will work out of their home office.
- Must be able to travel up to 60+% as the position requires.
- Must hold a valid passport.
Compensation and Benefits
ELOKON offers an excellent wage and benefits package for full-time employees.
- Competitive compensation.
- Medical, Dental, Vision, Life etc.
- Paid holiday and vacation time.
- 401(k) program with employer matching.
- Grow with the company with great development opportunities.
ELOKON is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law.
Any questions?
Then please contact Britta McGraw: