Channel Business Manager - Distribution - Clearwater, Florida

Are you a seasoned sales professional with a passion for fostering key business relationships and driving revenue growth on a national or regional scale? StarTech.com is seeking a Channel Business Manager (CBM) to join our team. The CBM plays a pivotal role in maximizing the value of relationships with key accounts, ensuring revenue growth, and maintaining a positive customer experience. As a key player in our organization, the CBM will oversee the Channel in alignment with StarTech.com's strategic directives, executing and upholding robust account plans for designated accounts. In addition to strong communication, commercial thinking, and relationship-building skills, a solid foundation in computer hardware technology is critical for establishing credibility in this role. The successful candidate will demonstrate proficiency in critical thinking and data analysis, bringing a data-driven approach to decision-making. If you're ready to leverage your strong tech knowledge and relationship-building skills to shape the future of our business, we invite you to apply for this exciting opportunity.

What you will be responsible for:

• Account Management:
  • Build and maintain enduring relationships with targeted distributors, understanding their business needs, objectives, and go-to-market strategies.
  • Manage top accounts, analyze revenue concentration by segment and customer, and monitor distributor metrics.
  • Proactively participate in projects, resolving issues, and providing valuable input aligned with distributor requirements.
  • Represent StarTech.com at selected tradeshows, delivering compelling sales presentations and actively seeking new opportunities and partnerships.
• Technical Proficiency and Product Mastery:
  • Maintain a robust understanding of industry products through collaboration with colleagues and utilizing available resources.
  • Leverage information from various departments to stay informed about StarTech.com products and gain insights into competitors' offerings.
• Bid Process, Customer Success, and Engagement:
  • Manage end-to-end opportunity management and implement bid process mechanics, including inputting bids, status updates, and information gathering.
  • Prioritize and uphold customer satisfaction, making decisions on upsell and cross-sell opportunities to maximize revenue from existing customers.
  • Drive the flow of back orders, ensuring fulfillment of customer deadlines, and collaborate with operations teams to optimize inventory flow.
• Sales and Revenue Growth:
  • Identify upsell and cross-sell opportunities to maximize sales and revenue from existing customers.
  • Work towards and achieve sales targets to contribute to overall company revenue goals.
  • Implement strategies for sales and revenue growth within assigned accounts, demonstrating proficiency in sales probing and qualification techniques.
• Merchandising Enablement and Collaboration:
  • Provide insights to business leaders and internal marketing partners for the selection and execution of partner programs to optimize revenue.
  • Collaborate with cross-functional teams to ensure product delivery meets customer expectations.
• Market Analysis:
  • Stay informed about industry trends, market conditions, and competitor activities.
  • Provide valuable market insights to internal teams for product/service development and operational strategies.
• Problem Solving:
  • Resolve customer concerns promptly to maintain a positive customer experience.
  • Proactively identify and address potential challenges before they impact customer relationships, acting as a problem-solving resource for customers.
• Metrics and Reporting:
  • Monitor and report on key performance indicators (KPIs) to assess the health of customer accounts. Achieve targeted revenue contributions, aligning with the company's overall financial objectives.

Essential Qualifications:

• Minimum 5 years of experience in IT sales, account management, or a relevant technical role.
• Solid understanding of technology and IT products, encompassing hardware, software, networking, and related technologies.
• Proven track record in sales and account management, demonstrating successful management and growth of cus