Channel Account Manager

Job Summary

We are seeking a highly motivated and goal-oriented Channel Account Manager to develop, maintain, and expand our channel partner network across Abu Dhabi. The successful candidate will play a key role in driving sales growth, increasing market share, strengthening partner relationships, and delivering profitable business results. This position requires strong channel management experience, excellent relationship-building skills, and an established network within the Abu Dhabi AV/ELV, UCC, Infrastructure, and Cyber Security market.

Key Responsibilities

• Drive sales and business development activities across Abu Dhabi and key partner accounts.

• Expand and strengthen the channel partner ecosystem by recruiting, developing, and managing strategic reseller relationships.

• Achieve sell-out targets while increasing market share and maintaining profitability.

• Deliver targeted gross profit (GP) margins and meet organizational business objectives.

• Ensure company expectations are met in areas including:

• Gross Profit (GP)

• Days of Inventory

• Channel Development Plans

• Go-to-Market Strategies

• Marketing Activities

• Partner Coverage and Breadth

• Identify customer needs and provide cost-effective solutions that align with business requirements.

• Develop and execute a comprehensive channel strategy for the Abu Dhabi market.

• Build and maintain strong relationships with key decision-makers within partner organizations.

• Support partners with RFQs, tenders, and project opportunities to maximize closure rates and profitability.

• Collaborate closely with vendor distribution teams, enterprise account managers, and internal stakeholders to drive successful project closures.

• Provide accurate weekly sales forecasts and commit reports to management and vendors.

• Map and engage the right contacts within partner organizations and facilitate training on products, pricing, and technology solutions.

• Guide partners in enhancing their partnership status and competency levels with vendors.

• Monitor and manage credit limits, deliveries, invoicing, collections, and receivables.

• Maintain CRM records daily, ensuring accurate pipeline management, forecasting, and reporting.

• Work closely with channel partners to qualify opportunities, sanitize the sales funnel, and ensure forecast accuracy.

Requirements

Qualifications & Experience

• Bachelor's degree in Business Administration, Sales, Marketing, IT, or a related field.
• Minimum of 3-5 years of channel sales, account management, or business development experience within the IT distribution industry.
• Proven experience in Abu Dhabi market development and channel management.
• Strong knowledge of:

• • Audio Visual (AV)
• Unified Communications & Collaboration (UCC)
• Enterprise Infrastructure
• Cyber Security Solutions
• ELV Distribution

• Demonstrated success in achieving sales targets and driving channel growth.
• Experience working with vendors, distributors, resellers, and system integrators.

Skills & Competencies

• Strong sales, negotiation, and business development skills.
• Excellent relationship management and networking abilities.
• Proven ability to build strategic partnerships and manage key accounts.
• Strong forecasting and pipeline management skills.
• High level of commercial awareness and profitability management.
• Excellent communication and presentation skills.
• Proficiency in CRM systems and sales reporting tools.
• Ability to work independently and manage multiple priorities in a fast-paced environment.

Requirements

Mandatory Requirements

• Existing channel partner network in Abu Dhabi for AV, UCC, Infrastructure, and Cyber Security solutions.
• Abu Dhabi market experience is essential.
• Experience in AV/ELV Distribution is highly preferred.

Benefits

What We Offer

• Opportunity to drive business growth in a strategic market.
• Collaborative and dynamic work environment.
• Career growth and development opportunities.
• Competitive salary and performance-based incentives.

If you are passionate about channel sales, partner development, and driving business growth in Abu Dhabi, we encourage you to apply.

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