Solutions Channel Account Executive (NJ/PA)

Key Responsibilities

• Build and execute joint business plans with national channel partners
• Drive partner enablement through training, certification, and co-selling initiatives
• Manage Market Development Funds (MDF), partner incentives, and ROI tracking
• Develop and maintain C-level relationships to serve as a trusted advisor
• Lead pipeline development and forecasting aligned with quarterly targets
• Navigate complex sales cycles with multiple stakeholders across partner and customer organizations
• Ensure internal alignment across marketing, product, and operations teams
• Communicate the business value of solutions across diverse technical and non-technical audiences
• Resolve partner conflicts and lead negotiations with diplomacy and clarity
• Translate technical capabilities into business outcomes aligned to customer goals
• Stay current on industry trends such as hybrid cloud, AI, security, and edge computing
• Support cross-portfolio selling, bundling, and competitive positioning

Required Qualifications

• Bachelor's degree or equivalent professional experience
• 8+ years in technology sales (servers, storage, services, devices, or workstations)
• Proven success in channel sales, account management, and strategic selling
• Experience working with or selling to national or large-scale channel partners
• Strong understanding of the IT channel ecosystem, distribution, and partner go-to-market models
• Exceptional communication, negotiation, and executive engagement skills
• Demonstrated ability to manage multiple, complex sales engagements simultaneously
• Willingness to travel nationally to partner and customer sites as required

Preferred Qualifications

• Experience in co-selling and partner-led sales motions
• Strong financial acumen and ability to manage MDF and ROI tracking
• Familiarity with endpoint and data center architectures
• Understanding of IT buyer decision-making processes
• Ability to bundle solutions and articulate total cost of ownership (TCO) and ROI
• Track record of exceeding multi-million-dollar sales quotas

You Are

• Entrepreneurial, collaborative, and adaptable
• Consultative in your sales approach, focused on delivering business value
• Skilled at building trust across partner and customer relationships
• Able to translate technical capabilities into real-world impact