Distribution Partner Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Distribution Partner Account Manager based in the United States.

This is a strategic, remote sales leadership role focused on accelerating growth through distribution partners in the technology channel.

You will serve as a trusted advisor, building executive-level relationships and developing joint plans that strengthen partner performance.

The role combines revenue growth, pipeline development, forecasting, profitability, and channel strategy across the SMB segment.

You will connect partner priorities with broader technology solutions, identifying opportunities to expand market reach and customer value.

Success requires strong commercial judgment, financial awareness, and the ability to influence both internal teams and external stakeholders.

You will collaborate across sales, marketing, technical, and specialist teams to create scalable selling motions and improve execution.

This is an opportunity to shape partner strategy, drive measurable business outcomes, and build long-term channel loyalty in a dynamic technology environment.

Accountabilities

• Serve as a trusted strategic advisor to distribution partners, helping them identify market opportunities, emerging trends, and growth priorities aligned with business objectives.
• Develop and execute joint business plans that drive revenue, profitability, pipeline growth, market share, and stronger partner commitment.
• Build and maintain executive-level relationships with distribution partners while developing a strong understanding of their customers, business models, priorities, and competitive landscape.
• Lead partner sales strategies across “sell with,” “sell to,” and “sell through” motions, tailoring solutions and commercial programs to partner and customer needs.
• Coordinate sales cadence, partner education, marketing initiatives, executive briefings, forecasting, business planning, and customer engagements, bringing in internal specialists when appropriate.
• Drive account mapping with partners and field sales teams to identify opportunities, improve sales alignment, and increase pipeline and revenue potential.
• Promote greater partner investment in sellers, solution architects, and other resources dedicated to technology portfolios and solutions.
• Monitor and improve partner performance, including pipeline development, quota attainment, forecasting, sales execution, and overall channel effectiveness.
• Tailor technology, services, and alliance solutions to customer profiles while pursuing assigned sales targets and profitable growth opportunities.
• Identify and develop new distribution relationships where appropriate, increasing market coverage and long-term partner engagement.
• Ensure partners understand and comply with applicable standards of business conduct and legal requirements.
• Use data, sales platforms, and business insights to anticipate partner needs, address performance gaps, and continuously improve commercial execution.

Requirements

• Bachelor’s degree or equivalent combination of education and professional experience preferred.
• 6+ years of progressive sales experience at the end-user account or partner level, ideally within a complex technology or channel environment.
• Demonstrated experience working directly with distribution partners and developing mutually beneficial partner relationships.
• Strong sales and account-management expertise, including opportunity identification, solution development, negotiation, pipeline management, and quota achievement.
• Solid understanding of technology trends, IT environments, customer investment priorities, and technology portfolios, with the ability to communicate business value clearly.
• Strong partner-industry and channel knowledge, particularly within the SMB segment, with the ability to understand competitive dynamics and evolving market needs.
• Financial acumen, including familiarity with revenue projections, profitability, financial statements, and business planning.
• Proven ability to forecast sales, anticipate partner needs, identify gaps, and take proactive action to improve results.
• Strong communication, relationship-building, negotiation, and conflict-management skills, with confidence engaging stakeholders at multiple organizational levels.
• Ability to influence cross-functional teams and partner organizations without relying solely on formal authority.
• Excellent prioritization and time-management skills, with the ability to manage multiple initiatives and meet deadlines.
• Entrepreneurial mindset with creativity, initiative, and the ability to identify new approaches that expand commercial opportunities.
• Professional proficiency with sales platforms, business tools, and technology solutions, combined with strong analytical and problem-solving capabilities.
• Willingness to work remotely and travel as required by business needs.

Benefits

• Remote/teleworker work arrangement.
• Competitive annual sales compensation ranging from $199,000 to $411,500 in New York and $175,000 to $411,500 in South Carolina, depending on location, experience, education, training, and skill level.
• Compensation is structured around a 60% base salary / 40% target-level sales compensation mix when performing at 100% of the sales plan.
• Comprehensive health and wellbeing benefits designed to support employees and their families.
• Opportunities for professional development, career advancement, and movement across different business areas.
• Programs and resources supporting personal and professional growth.
• Flexible working practices designed to help employees manage work and personal commitments.
• Inclusive workplace culture that values diverse backgrounds, perspectives, and individual strengths.
• Opportunity to work in a technology-focused environment with significant impact on customers and partners.