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.
  

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.