Channel Account Manager (CAM)

Owned by Steven Piliero
Last updated: May 16, 2024
2 min read

Name: Ava Thompson

Age: 38

Education: B.A. in Business Administration with a focus on Marketing from the University of California, Berkeley

Professional Background:

  • 12+ years of experience in channel sales and partner management within the IT industry.

  • Focus areas: Partner recruitment, onboarding, enablement, and performance management.

  • Previous roles: Channel Account Manager at a leading cybersecurity software company, Partner Marketing Manager at a cloud services provider.

  • Special certifications or skills: Channel Sales Certification, Partner Relationship Management (PRM) software expertise.

Industry: Cybersecurity and IT Channel

Responsibilities:

  • Recruit, onboard, and enable new channel partners.

  • Develop and execute partner marketing and sales plans.

  • Manage day-to-day partner relationships and provide ongoing support.

  • Track partner performance and identify areas for improvement.

  • Collaborate with internal teams (sales, marketing, technical) to ensure partner success.

Goals:

  • Achieve or exceed quarterly and annual channel revenue targets.

  • Build a high-performing partner network that consistently delivers results.

  • Develop strong relationships with partners based on trust and mutual success.

Challenges:

  • Balancing the needs of multiple partners with limited resources.

  • Motivating and incentivizing partners to prioritize selling the SaaS platform.

  • Overcoming channel conflict and ensuring collaboration among partners.

Motivations:

  • Building a successful career in channel sales and partner management.

  • Helping partners grow their businesses and achieve their goals.

  • Being recognized as a valuable asset to both the SaaS provider and the channel partners.

Tech-Savviness:

  • Proficient in using various CRM, PRM, and marketing automation tools.

  • Familiar with cybersecurity and compliance technologies and trends.

  • Comfortable with data analysis and performance tracking.

Behavioral Traits:

  • Relationship-oriented and skilled at building rapport.

  • Organized and detail-oriented, with strong project management skills.

  • Results-driven and focused on achieving tangible outcomes.

  • Strong communicator and collaborator.

Sources of Information:

  • Industry publications (e.g., CRN, Channel Futures)

  • Channel partner conferences and events (e.g., Channel Partners Conference & Expo)

  • Online communities and forums for channel professionals.

  • Networking with industry peers and colleagues.

Quote:

"Successful channel partnerships are built on trust, collaboration, and a shared commitment to delivering value to customers. By working closely with our partners and providing them with the resources and support they need, we can create a win-win situation for everyone involved."