Channel Partner Account Manager

U.S. Green Building Council

. Develop and maintain commercially productive relationships with service providers and channel partners .

Posted 11/11/2026full-timeRemote • United StatesMid-LevelSenior💰 $105,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B Account Management and Channel Sales, with a strong focus on developing and activating partner relationships, establishing joint business plans, and leveraging CRM systems for performance analysis. Proven ability to collaborate across diverse teams and manage partner engagement in a global context.

Highest-signal resume keywords

B2B Account ManagementChannel SalesPartner Relationship DevelopmentSalesforce ProficiencyCommercial Judgment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentJoint Business PlanningPartner EnablementPerformance MeasurementContract NegotiationStakeholder EngagementData AnalysisLead Handoff CoordinationConflict ResolutionMulti-Region Management

Soft Skills

Relationship ManagementConsultative SellingExcellent CommunicationOrganizational SkillsTime Management

Tools & Technologies

SalesforceMicrosoft 365CRM SystemsDigital Collaboration ToolsVirtual Meeting Platforms

Certifications & Qualifications

LEED Green AssociateLEED AP CredentialChannel Sales CertificationStrategic Account Management CertificationBusiness Development Certification

Industry Keywords

Partner RecruitmentCommercial ProcessesSustainabilityGlobal Professional ServicesStakeholder Management

About the role

Key responsibilities & impact

Develop and maintain commercially productive relationships with service providers and channel partners
Own partner business plans, relationship development, activation, coordinated enablement, and qualified joint commercial opportunities
Strengthen partner-led distribution alongside direct customer relationships while maintaining end-customer ownership and accurate partner attribution
Support a global portfolio of channel partners and service providers across all regions
Report to the Director of Account Management and collaborate with regional directors, market leads, customer account management, client solutions, sales enablement, marketing, and product teams
Develop partner segmentation and maintain accurate partner records
Evaluate partner business models, customer reach, product expertise, commercial roles, and stakeholders
Establish joint business plans covering priorities, target customers, opportunities, engagement activities, and performance measures
Identify, qualify, onboard, and activate potential channel partners and service providers
Identify partner coverage gaps and support partner network development
Identify, qualify, and coordinate partner-originated or partner-influenced opportunities
Confirm customer ownership, responsibilities, timing, and authorized information sharing
Progress qualified joint opportunities toward pipeline and revenue objectives
Coordinate partner training, product information, sales resources, and joint outreach initiatives
Support partner engagement across building performance, existing buildings, portfolio needs, and ongoing customer opportunities
Maintain Salesforce records and reporting of partner-sourced and partner-influenced opportunities
Monitor engagement, conversion, partner performance, and commercial contribution
Resolve routine issues, escalate underperformance, and provide global partner performance insights
Coordinate cross-functional and regional collaboration across commercial, finance, and legal teams
Lead assigned partner relationships, conduct reviews, prioritize development activities, and monitor portfolio health
Recommend partner recruitment, activation, segmentation, joint initiatives, and corrective actions
Escalate customer ownership disputes, channel conflicts, information-sharing concerns, contractual issues, and changes to partner status or commercial terms
Ensure partner activities align with organizational policies, partner agreements, and global commercial processes

Requirements

What you’ll need

Minimum five years of experience in B2B account management, business development, channel sales, or strategic alliances
At least three years directly managing and developing channel, consulting, service-provider, or other commercial partner relationships
Experience establishing joint business plans, activating partners, coordinating joint commercial opportunities and enablement, and measuring partner contribution
Experience evaluating partner business models and maintaining executive and operational stakeholder engagement
Experience coordinating joint selling, lead handoffs, partner enablement, and account-engagement rules
Commercial judgment and negotiation skills, including conflict resolution and management of contractual or decision-making boundaries
Experience using CRM systems and commercial data for partner records, pipeline activity, engagement, conversion, and contribution analysis
Experience managing or supporting channel partner relationships across multiple regions, markets, or business units
Ability to collaborate with geographically distributed commercial teams
Experience managing channel partner relationships spanning multiple countries, regions, or commercial markets
Experience supporting partner-led business development within a multi-product or global professional services organization
Familiarity with partner recruitment, activation, enablement, and performance reporting frameworks
Bachelor's degree in business administration, marketing, international business, communications, sustainability, or a related field required
Proficiency with Salesforce or a comparable CRM platform
Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable tools
Experience using CRM reports, dashboards, and commercial performance data
Experience with digital collaboration, virtual meeting, and presentation platforms
Strong relationship management, business development, consultative selling, negotiation, conflict-resolution, and commercial judgment skills
Excellent written and verbal communication and stakeholder engagement skills
Strong analytical skills and attention to detail
Ability to work across cultures, geographic regions, and time zones
Strong organizational and time-management skills
Ability to balance global partner engagement practices with regional business needs
Ability to influence cross-functional stakeholders without direct people-management authority
Commitment to USGBC and GBCI missions and interest in sustainability in the built environment
LEED Green Associate or LEED AP credential preferred
Relevant professional certifications in channel sales, strategic account management, business development, or Salesforce preferred
Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone
Flexibility to collaborate across international time zones

Benefits

Comp & perks

Competitive compensation
401(k) with employer matching
Professional development reimbursement
Healthcare plan through Cigna including medical, dental, vision, and prescription drugs
USGBC covers 100% of healthcare premiums
HRA assisting employees and dependents with the in-network medical deductible
Generous paid time off: 12 paid holidays, 9 paid personal sick days, and 2–3 weeks PTO based on career level
Operations closed for a full week between Christmas and New Year’s
6 weeks paid renewal leave after 7 years of continuous service
Remote work in the U.S.
Purpose-driven, inclusive culture
Opportunities to grow your career and take ownership of meaningful work
Potential travel for partner meetings, regional collaboration, and organizational events