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.

Desired Candidate Profile

• 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.
• 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.
• 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.