Channel Account Manager DACH

Channel Account Manager DACH (all genders)

• Germany | Remote

We're searching for a highly motivated and results-oriented Channel Account Manager (all genders) to join our dynamic team. In this pivotal role, you'll be instrumental in driving revenue growth and expanding our market footprint by fostering strong, productive relationships with our distribution partners. If you're a strategic thinker with a proven ability to build and execute joint business plans, manage robust sales pipelines, and ensure partner success, we want to hear from you.

YOUR TASKS

Business Planning and Review

• Set the target for the assigned partners and ensure they achieve their revenue targets by generating, executing and measuring a joint business plan (includes revenue targets, marketing, training and certifications)
• Perform regular business reviews with the assigned partners to measure success and define adjustments where needed
• Ensure partners enlarge our footprint at the assigned customers and to sell all our products to the largest possible extend (Cross and Upselling).
• Ensure the partner is selling our complete portfolio and all license types - focus is on big licenses and on NEW/Upgrade business
• If possible: motivate the partner to set individual targets for our portfolio on their salesforce
• Ensure the partners have the necessary knowhow, resources and information to effectively sell the software.
• Ensure the partner and Paessler have solid network on all Hierarchy levels support all this thru regular onsite visits (or web meetings)

Pipeline Generation & Management

• Plan, execute and measure joint pipeline generation marketing activities with the assigned partners together with our channel marketing manager
• Hand over opportunities and leads to their assigned Partners to fuel the relationship - measure how much the partner gives back (DealRegs, Partner Initiated pipeline, ..) and ensure a win-win situation between Paessler and the partner
• Work closely with partners to identify potential customers and pipeline, provide product information and demonstrations, and support the partners throughout the sales process ensure the partners revenue forecast is up to date in our CRM at all times
• Representing Paessler at Partner Events and Webinars

Partner onboarding and offboarding

• Recommend and onboard new partners, set goals, provide training, and ensure certification
• Recommend and phase out / downgrade partners that don't successfully execute the joint plan

YOUR PROFILE

Strategic Channel Management:

• Proven ability to develop and execute joint business plans with partners, including setting and achieving revenue targets.
• Strong track record in conducting regular business reviews to measure success and make necessary adjustments.
• Expertise in driving cross-selling and upselling across a full product portfolio, with a focus on new and upgrade business.

Pipeline Generation & Sales Acumen:

• Skilled in planning, executing, and measuring joint pipeline generation marketing activities.
• Adept at managing leads and opportunities, fostering reciprocal deal registration and partner-initiated pipeline.
• Proficient in supporting partners throughout the sales process, including providing product information and demonstrations.
• Experience ensuring accurate CRM revenue forecasting.

Partner Relationship & Enablement:

• Exceptional ability to build and maintain strong networks at all levels within partner organizations.
• Capable of ensuring partners have the necessary knowledge, resources, and information to effectively sell software.
• Experience with partner onboarding (goal setting, training, certification) and managing partner performance reviews for potential offboarding.

Communication & Representation:

• Excellent communication and presentation skills for regular onsite visits, web meetings, and representing the company at events and webinars.
• Ability to motivate and influence partners to set and achieve individual sales targets.

FACTS FOR YOU

• We produce an excellent software that is loved by its users, and is recognized worldwide as one of the best-known products in the area of network monitoring
• We offer a great working atmosphere in an enthusiastic international team with flat hierarchies
• We will have an innovative and creative work environment with plenty of room for new ideas
• You can rely on the team, spread all over the EMEA region as well as in Germany, and expect to be supported in your daily tasks, even though you may be thousands of miles away in your satellite position
• Paessler GmbH is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 400 employees.