Channel Account Manager (ANZ)

The Channel Account Manager will be responsible for managing relationships with our channel partners, driving revenue growth through partner channels, and executing strategies to expand our market presence. This role requires excellent communication skills, a strong understanding of channel sales and principles, and the ability to collaborate effectively with internal and external stakeholders at all levels, including senior leadership and executives.  

WHAT YOU'LL DO

• Develop and maintain strong relationships with channel partners, including distributors and resellers.  
• Attract channel partners to Fortra
• Collaborate with partners to develop joint business plans, set goals, and execute strategies to achieve mutual objectives. 
• Drive revenue growth through partner channels by identifying opportunities for product placement, promotions, and incentives. 
• Provide training and support to partners to ensure they have the knowledge and resources needed to effectively sell our products or services. 
• Monitor partner performance and track key metrics such as deal registration, sales targets, market share, and customer satisfaction. 
• Act as the primary point of contact for assigned partners to manage the relationship. As needed, ensure appropriate internal practices and processes are followed in regards to helping ensure partner issues are resolved—pulling in Fortra internal stakeholders as required.  
• Stay informed about industry trends, competitor activities, and market dynamics to identify new opportunities and potential threats. 
• Prepare regular reports and presentations for management to communicate channel performance, progress against goals, and recommended actions. 

QUALIFICATIONS

• Bachelor's degree in business, marketing, or a related field  
• 5+ years of experience in channel sales and/or partner management
• Channel experience managing distributors and SIs/MSPs/Resellers in the ANZ region
• Cybersecurity experience would be preferred
• Previous experience in the technology or software industry. 
• Strong negotiation and influencing skills, with the ability to build consensus and drive results through collaboration. 
• Excellent communication skills, both verbal and written, with the ability to articulate complex ideas clearly and concisely. 
• Strategic thinker with a data-driven approach to decision-making and problem-solving. 
• Ability to work independently and manage multiple priorities in a fast-paced environment. 
• Proficiency in CRM software, Microsoft Office Suite, and other relevant tools. 
• Willingness to travel as needed to meet with partners, attend industry events, and visit customer sites. 

ID#: 3155