Channel Account Manager

LocknCharge

. Grow sales through North American reseller and distribution partners for LocknCharge and ForwardPass .

Posted 11/7/2026full-timeRemote • United StatesMid-LevelSenior💰 $80,000 - $100,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in growing sales through strategic partnerships with North American resellers and distributors, particularly in the K12 and Higher Education sectors. Proficient in account planning, partner engagement, and utilizing Salesforce for tracking and reporting.

Highest-signal resume keywords

Sales Growth Through ResellersAccount PlanningPartner EngagementSalesforce ProficiencyK12 And Higher Education Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account PlanningSales GrowthPartner EngagementSalesforce ManagementTechnical Product ExplanationPricing StrategyChannel Conflict ResolutionCommercial Reseller DevelopmentDevice Lifecycle ManagementEnterprise IT Workflows

Soft Skills

Strong CommunicationSound JudgementIndependent WorkCollaboration Across Time ZonesFollow-Through

Industry Keywords

North American ResellersVARsDistribution PartnersK12 EducationHigher EducationPartner ProgramsSales PerformancePartner TrainingCustomer Use CasesPartner Campaigns

About the role

Key responsibilities & impact

Grow sales through North American reseller and distribution partners for LocknCharge and ForwardPass
Develop and execute account plans for priority partners, including CDW, Dell, Insight, SHI and Zones
Build relationships with partner leadership, category and vendor managers, field sellers, technical specialists and vertical teams
Increase partner seller engagement and identify opportunities
Expand coverage beyond K12 into Higher Education and relevant commercial teams
Identify coverage gaps and recommend new partners
Coordinate reseller and distribution coverage, visits, training and follow-up
Maintain shared partner plans and improve partner reach, product availability and sales execution
Deliver training on products, customer use cases, qualification questions and competitive positioning
Collaborate with Marketing on partner campaigns, events and follow-up
Maintain accurate partner listings, content, sales tools and program information
Bring customer and partner feedback into Sales, Marketing and Product
Generate partner-sourced opportunities and connect them with appropriate internal owners
Support customer meetings, discovery, demonstrations and proposals with account executives and technical resources
Track partner activity, pipeline and sales performance in Salesforce
Run regular partner reviews covering results, opportunities, obstacles and next actions
Ensure introductions and handoffs have a named owner, clear context and agreed next step
Work within approved pricing, discount, deal registration and commission rules
Resolve channel conflicts and escalate exceptions
Assess partner programs, campaigns and events against cost and commercial return
Focus on profitable growth and measurable results
Work on a planned 50/50 allocation between LocknCharge and ForwardPass with one shared plan
Travel approximately 30–50%, including partner visits, events and Madison office visits
Participate in approximately monthly video calls with colleagues in Australia, including some early-morning or evening US availability

Requirements

What you’ll need

Must be based in WI, CA, TX, IL or FL
Applicants must be authorised to work in the United States
Visa sponsorship is not available for this role
Proven record of growing business through national IT resellers, VARs or distribution partners
Experience getting partner sellers actively engaged and progressing opportunities
Understanding of K12 and Higher Education purchasing, with ability to develop commercial reseller opportunities
Ability to explain technical products through customer problems, workflows and business value
Sound judgement around pricing, margin, channel conflict and partner investment
Strong account planning, communication and follow-through
Confidence using Salesforce to manage partner activity, pipeline and reporting
Ability to work independently, travel regularly and collaborate across time zones
Existing relationships within CDW, Dell, Insight, SHI, Zones or relevant distribution partners would be valuable
Experience with hardware combined with software or services, device lifecycle management, MSPs or enterprise IT workflows would be useful
Relevant results and experience is more desirable than a particular degree or fixed number of years in the industry

Benefits

Comp & perks

Employer-supported healthcare coverage
Approved business travel and related expenses covered according to company policy
Variable compensation subject to the applicable incentive plan