Channel Sales Manager (Mission Critical Manufacturer)


Los Angeles, CA

Industry: Electronics


8 - 10 years

Posted 278 days ago

  by    Tim Vida

This job is no longer available.


The Regional Distribution Account Manager will be responsible for IT Solutionssales to named channeldistribution accounts in the West region. Key contributor in managing and developing the relationship with his/her named channel accounts. Responsibilities include but are not limited to; build relationship with local offices and regional leadership of named accounts, lead opportunity reviews, account mapping exercises, support large engagements directly while pulling in necessary corporate resources and local company sales teams, establish sales plan with each partner and ensure execution of that plan by all parties. Performance will be assessed on a quota based scale of sales into the named accounts for the company IT solutionsportfolio. These include but are not limited to; IT Management Solutions, Racks, Intelligent PDU?s, 1-Phase UPS, Small-Midsized 3-Phase UPS, Smart Solutions and the company's associated software and services portfolio. This position requires regular travel within the assigned geography, with occasional travel to corporate functions nationally.


  • Four year college degree (B.S.) degree or equivalent
  • 10 years? technical salesexperience, 5 years industry experience selling complex IT hardware/software and/or power solutions for the data center
  • Track record of sales success
  • Proven ability to call on executive levels in accounts
  • Strong presentation skills
  • Strong references and industry contacts within the Territory
  • Self-motivated and self-sufficient
  • Product application and technical awareness in our product range
  • Experienced in salesforecasting, business case preparation, quota achievement, account, solution selling, and activity reporting via a CRM system
  • Achievement oriented, ability to aggressively find and secure new business
  • Able to successfully execute the 7 traditional steps of the sales process with an emphasis on closing and overcoming objectives
  • Effective listening skills to be able to understand the customers needs and decide how our solutions will fulfill those needs
  • Effective writing skills for customer communications and proposal generation
  • Must be resourceful, self-motivated, customer focused, and able to work on a team
  • Able to qualify a sales opportunity and talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can juggle meetings with multiple audience levels
  • Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions
  • Understands the sales process and his/her role in it
  • Able to position our products against the competition

$156K - $195K