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.