Channel Account Manager

For our Meeting Experience Business Unit, we are looking for an experienced Channel Account Manager.

Role Overview

The Channel Account Manager is responsible for driving revenue growth by developing and executing strategic sales initiatives. The role focuses on managing both inbound and outbound sales activities, building strong relationships with prospects, customers, and channel partners, and expanding the customer base through effective communication and product expertise.
The ideal candidate has a solid understanding of market trends, customer needs, and successful sales strategies within a channel‑driven environment.

Key Responsibilities

Primary Responsibilities

• Serve as the main sales point of contact for assigned distribution partners.
• Respond to inside-sales inquiries from distribution, resellers, events, and the website, while proactively reaching out to potential customers via phone, email, and online channels (50%).
• Manage and grow named channel partners (25%).
• Qualify leads, assess customer needs, recommend suitable products, and ensure consistent follow‑up (15%).
• Act as the key resource for product demos and training for new and existing partners as part of the Connect Partner Program (10%).

Additional Responsibilities

• Manage and develop assigned reseller accounts.
• Maintain and grow relationships with distribution, reseller, and end‑user accounts to ensure satisfaction and repeat business.
• Prepare and deliver quotes, proposals, demo requests, and sales presentations.
• Oversee the company’s Try & Buy demo program.
• Identify and pursue new business opportunities through lead generation, events, networking, and market research.
• Provide sales support to Bronze‑level partners and meet customers when needed.
• Use Salesforce and other tools to track interactions, manage pipelines, and report on sales performance.
• Meet or exceed monthly and quarterly sales targets.
• Attend key events and partner trade shows.
• Collaborate with Marketing to align strategies and share insights.
• Be a supportive and proactive team player within the broader sales team.

Qualifications

• Bachelor’s degree in Business or a related field.
• 8–15+ years of proven experience in sales roles.
• Established industry relationships.
• Excellent communication, negotiation, and presentation skills.
• Fluency in Japanese and English.

Preferred Skills

• Experience in relevant industries such as technology, meeting-space solutions, video conferencing, or B2B channel sales.
• Proficiency in Salesforce.