Channel Accounts Manager- DMRs

About 

DTEN is a developer of enterprise collaboration solutions that is changing the way teams connect, communicate and collaborate. With highly integrated, AI-powered technologies, DTEN helps teams bridge global organizational challenges of time and place. DTEN solutions provide high quality real-time, interactive, face to face experiences for teams to work together, from anywhere in the world, in the most creative and efficient ways.

Overview 

DTEN is looking for a seasoned Channel Accounts Manager, who is interested in joining a high growth, digital media solutions Company. The CAM will engage our field sellers and their channel partner peers to close and map new and existing business. As well, they will Nurture and Develop our direct marketing resellers. And ultimately drive awareness, education, training and programs through our DMRs

• Strong Partner Relationships: Established relationships with key decision-makers and influencers within our top DMRs.
• Commitment to Partnership: A dedication to building and nurturing strong, productive relationships with our channel partners.
• Effective Communication: Exceptional communication and interpersonal skills, enabling you to build rapport and collaborate effectively with partners, customers, and colleagues.
• Problem-Solving & Decision-Making: Proven ability to analyze situations, identify solutions, and make sound decisions in a timely manner.
• Cross-Functional Collaboration: A collaborative approach and the ability to work effectively with individuals across all levels and departments within DTEN and partner organizations.
• Solution-Oriented Mindset: A focus on identifying and delivering solutions that meet partner and customer needs, driving mutual success.
• Consultative Selling Skills: Outstanding consultative selling abilities, enabling you to understand partner and customer challenges and effectively position DTEN solutions.
• Teamwork & Results Orientation: A strong team player with a focus on achieving results and contributing to a collaborative, high-performing environment.
• Execute Sales Campaigns: Design and execute impactful sales campaigns with a focus on speed, simplicity, and scale, leveraging channel partners to maximize reach and accelerate sales cycles.

• Drive Revenue Growth:Achieve aggressive revenue growth targets with partner accounts, quarter-over-quarter and year-over-year.Collaborate with partner reps to identify cross-selling and upselling opportunities for DTEN products.
• Manage Sales Opportunities:Proactively review open opportunities and quotes with partners to accelerate deal closure and maximize pipeline conversion.Conduct thorough account mapping to identify key stakeholders and align DTEN field sales with channel partners for effective engagement.
• Develop Partner Capabilities:Monitor and manage channel partner performance, providing ongoing support and guidance to optimize results.Deliver comprehensive training programs for channel sales and pre-sales engineers on DTEN products, solutions, and sales methodologies.
• Strengthen Partner Relationships:Cultivate and maintain strong relationships with key partner contacts, serving as their primary point of contact within DTEN. Develop and implement strategies to expand DTEN's customer base through repeat business and referrals from channel partners.
• Champion Partner Success:Act as the "Voice of the Partner" within DTEN, providing feedback and insights to internal stakeholders to ensure continuous improvement of the channel program.Collaborate with internal teams to define and execute a comprehensive channel partner program with compelling value propositions, incentives, and marketing support.
• Expand Partner Ecosystem:Lead the recruitment of new, qualified partners to expand DTEN's market reach and sales capacity. Develop and execute marketing events and activities to generate demand and drive partner engagement.

• Experience: 5-10 years of proven success in channel sales, with a track record of building and executing effective channel strategies.
• Education: Bachelor's degree in Business or a related field; MBA preferred.
• Technical Skills: Extensive knowledge of Google Workspace and Salesforce platform.
• Communication & Collaboration: Excellent communication, interpersonal, and presentation skills with the ability to build strong relationships and work effectively across all levels of an organization.
• Sales Acumen: Strong consultative selling abilities, solution-oriented approach, and a deep understanding of channel sales dynamics.