About the Role

• As a Senior Channel Account Manager, you will be responsible for driving growth, strengthening strategic relationships, and unlocking new opportunities within our B2B/SMB-focused reseller network.
• You will act as the primary point of contact for assigned partners, understanding their goals and delivering tailored support that enables their success and enhances ours.
• This role is both strategic and hands-on, requiring a mix of commercial acumen, account management experience, and a deep understanding of the IT landscape.

Key Responsibilities

Client & Channel Partner Management

• Build and maintain strong, trusted relationships with registered B2B and SMB resellers.
• Serve as the key contact for all partner engagements, issues, and strategic planning.
• Conduct regular check-ins and business reviews with resellers to evaluate performance, align on targets, and gather feedback.
• Understand each reseller’s unique business goals and challenges, and deliver tailored solutions.

Strategic Growth & Enablement

• Identify and execute new partnership and revenue opportunities aligned with partner capabilities.
• Develop and implement quarterly and annual business plans to meet and exceed sales targets.
• Provide strategic input and data-backed insights to help resellers optimise their performance.
• Lead account planning initiatives, demand generation campaigns, and forecast reviews.

Sales Operations & Performance Management

• Own sales metrics and performance reporting, including pipeline tracking, revenue forecasts, and customer satisfaction indicators.
• Ensure timely communication of forward orders to supply chain and planners.
• Manage end-to-end partner financial processes (e.g., price protection, pass-throughs, credit notes, billing).
• Oversee logistics, reverse logistics, and stock movement coordination.

Market Intelligence & Competitive Insights

• Stay up to date on market trends, product developments, and competitor activities.
• Share timely insights with internal stakeholders and partners to inform strategic decisions.
• Support go-to-market initiatives in collaboration with marketing and Apple regional teams.

Key Competencies & Attributes

Relationship Management

• Strong ability to build and maintain multi-level stakeholder relationships, including at C-suite and Director level.
• Excellent interpersonal and customer service skills, with a consultative, solutions-focused approach.
• Skilled in coordinating cross-functional internal teams (e.g., planning, logistics, finance, marketing).

Sales Acumen

• Proven ability to close complex deals and drive commercial outcomes.
• High level of account intelligence and business planning capabilities.
• Experience in pipeline development, partner forecasting, and securing long-term revenue commitments.

Analytical Thinking

• Data-driven decision-maker with the ability to interpret market and sales data for actionable insights.
• Comfortable working with financial metrics, forecasts, and channel performance indicators.

Agility & Collaboration

• Ability to thrive in a fast-paced, evolving tech environment.
• Team-oriented mindset with a proactive, results-driven work ethic.
• Adaptable to changing business priorities and able to pivot when needed.

Requirements

• 5+ years of experience in channel sales, account management, or business development in the IT industry.
• Relevant degree or diploma
• Proven track record of managing reseller or channel networks and closing high-value deals.
• Strong understanding of the PC or consumer electronics market (Apple product knowledge advantageous).
• Excellent communication, negotiation, and presentation skills.