About the Role
Whether you're an experienced professional or just getting started, your contributions matter at Fortra. We are seeking a driven and strategic Channel Account Manager to join our team. In this role, you will manage and strengthen relationships with channel partners, drive revenue growth through partner channels, and implement strategies to expand market presence. Your deep understanding of channel sales principles, exceptional communication skills, and ability to collaborate with internal teams and external stakeholders—including senior leadership—will be critical to achieving success and fostering a thriving partner ecosystem.
What You'll Do
•Develop and maintain strong relationships with channel partners, including distributors and resellers.
•Collaborate with partners to develop joint business plans, establish goals, and execute strategies that support mutual business objectives.
•Drive revenue growth through partner channels by identifying opportunities for product placement, promotions, and incentives.
•Provide training, guidance, and ongoing support to partners to ensure they have the knowledge and resources needed to effectively sell Fortra products and services.
•Monitor partner performance and track key metrics, including deal registrations, sales targets, market share, and customer satisfaction.
•Serve as the primary point of contact for assigned partners, managing the ongoing relationship and coordinating with internal Fortra stakeholders as needed to address partner issues and ensure appropriate processes and practices are followed.
•Stay informed of industry trends, competitive activity, and market dynamics to identify new opportunities and potential risks.
•Prepare regular reports and presentations for management that communicate channel performance, progress against established goals, and recommended actions.
•Continuously evaluate and improve business analysis processes to increase efficiency and strengthen business outcomes.
Qualifications
•Bachelor's degree in Business, Marketing, or a related field.
•5+ years of experience in channel sales and/or partner management.
•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 verbal and written communication skills, with the ability to articulate complex ideas clearly and concisely.
•Strategic thinker with a data-driven approach to decision-making and problem-solving.
•Strong analytical and problem-solving skills with keen attention to detail.
•Ability to work independently, manage multiple priorities, and thrive in a fast-paced environment.
•Proficiency with CRM software, Microsoft Office Suite, and other relevant business tools.
•Willingness to travel as needed to meet with partners, attend industry events, and visit customer sites.
