Channel Account Manager - Irvine, CA

Channel Account Manager Virtual Office - Irvine, CA area
This Job can be located in southern or northern California.

Essential Duties and Responsibilities
. Sets goals, strategies, timelines and metrics for Regional Channel Plan sales plan.
. Provides ongoing liaison with Channel Partners (VARs, Systems Integrators, Consultants, Technology partners) to articulate our value proposition and facilitate their success;
. Identifies and develops Partner sales/marketing strategies and programs in support of Regional Business Plan;
. Delivers 'value added' consultation focused on Partner business issues;
. Analyzes performance metrics and provides strategic business counsel to Partners;
. Communicates and executes gap/recovery plans;
. Differentiates our offers from competitors with a focus on partner business and financial needs;
. Supports Partners in developing and presenting appropriate customer solutions; work in conjunction with Account Team and Partners on major deals;
. Provides leadership and mentoring for other team members;
. Communicates regularly with Sales and Channel management to keep them apprised of all developments and exchanging relevant information;
. Maintains strong familiarity with firm's hardware, software, architecture, interfaces, services and offers; as well as major developments in the broader field of telecommunications and converging technologies.

Skills and Abilities
. Articulate our value proposition in various media and to various audiences;
. Develop sales plans, complete with goals, strategies, deadlines and metrics;
. Interact proactively with Partners to provide the highest level of customer service;
. Analyze various Partner- and customer-contact situations and create the proper strategy for effective results;
. Create and analyze sales reports, identify issues contributing to success or shortcomings and take any corrective action indicated;
. Identify and Develop Partner sales/marketing strategies and programs;
. Differentiate our offers from that of competitors with a focus on Partner business and financial needs;
. Excellent public speaking/presentation skills;
. Excellent writing skills;
. Able to set goals, organize efforts and work independently to meet deadlines;
. Able to work as part of a team in a fast-paced environment;
. Microsoft Office, with emphasis on PowerPoint and Excel skills
. Bachelor's degree in business, marketing, a technical or related field preferred. In lieu of formal education, incumbent must have 7-10 years of progressively responsible, directly related experience enabling the performance of the position requirements.
. Strong technical and market knowledge in the following technology areas: IP networking, WAN, TDM, VoIP, SIP, Video streaming, audio & videoconferencing, collaboration tools, H.323.
. 50% travel, mostly regional in the California areas