Channel Account Manager Jobs

The Elevator Pitch

Are you someone who likes to always be on the go? Do you have a passion for bringing innovative technology to market? How about using these passions to establish meaningful business relationships with partners and customers? Evolv’s Channel Sales team is looking for a driven and energetic channel account manager to help us recruit, onboard and relationship manage partners in a defined territory. Evolv is a mission-driven company, and we are looking for someone who shares our passion for making a real difference in society – saving lives and increasing the quality of life wherever people gather.

As a key interface between channel partners, customers, prospects and Evolv’s sales team, each channel account manager plays a critical role in ensuring we develop meaningful business relationships that drive revenue and ensure mutual success.

You will be responsible for identifying, recruiting, onboarding, and managing partners, setting clear expectations on partner programs, and defining a set of mutual business objectives. You will work collaboratively with the rest of the Evolv team to provide support for partners, attend trade shows and other business development activities to maximize pipeline. Key vertical markets for channel include healthcare, K-12, workplace, and government.

Success in the Role: What are performance outcomes over the first 6-12 months you will work toward completing?

In the first 30 days you will:

• Begin Evolv Sales Training
• Begin to work with sales executives and partners to identify opportunities in the greater Los Angeles region.

Within 3 months you will:

• Be excited about taking on more responsibility over time
• Be developing strong interpersonal relationships with teammates, sales executives, technical sales, marketing, and other members of Evolv’s revenue organization
• Present and/or demonstrate the Evolv value proposition in live or remote setting.
• Have the understanding and confidence to lead proof of concept, demo or pilot for opportunities in various verticals
• Be taking the initiative in group and independent situations to ensure Evolv, you and our partners are set up for success
• Have a strong understanding of the regional sales team’s top tier channel pipeline and strategy, and have outlined a plan on how to support quota for that quarter

By the end of your first year, you will:

• Have recruited and onboarded a minimum of 6 regional channel partners. Completed and mastered presenting Evolv value proposition and attend customer meetings for every target vertical market.
• Have a complete understanding of all assigned channel partners and business performance, all top tier sales opportunities within assigned territory and be actively contributing to all channel deals within your sub-region.
• Have identified 24-36 incremental new opportunities within assigned territory through assigned partners customer base.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Channel Activities: Manage sales activities of partners to generate revenue. Coordinate with partners to create and execute business plans to meet sales goals. Analyze market trends and accordingly develop sales plans to increase brand awareness. Evaluate partner sales performance and recommend improvements. Deliver customer presentations and attend sales meetings and partner conferences. Assist in partner marketing activities such as tradeshows, campaigns, and other promotional activities.
• Travel: Channel Account Managers travel 60% of the time minimally.
• Participate in channel and regional sales team meetings, supporting account executives, regional field marketing managers and Express product managers and technical support staff
• Training: Educate partners about the Evolv solutions portfolio and services offered. Provide onboarding training and ongoing sales training for partners. Ensure all partners have access to tools and resources through the Evolv Partner Portal.
• Cross Functional Team Engagement and Leadership
• Channel Management: Manage deal registrations, sales pipeline, forecast monthly sales, and identify new business opportunities. Develop positive working relationships with partners to build business. Stay current with the latest developments in the marketplace and competitor activities. Communicate up-to-date information about new products and enhancements to partners. Develop process improvements to optimize partner management activities. Address partner related issues, sales conflicts, and pricing issues in a timely manner.

What is the leadership like for this role? What is the structure and culture of the team?

• You will be joining the Channel Sales team. The team is comprised of 6 channel managers, soon to be 7. This role reports to the Chief Revenue Officer.
• The team culture is one based on building trust and collaboration, with a commitment to ongoing development through Evolv’s core values of kindness, authenticity, courage, drive and fun!

Where is the role located?

• The location of this role is flexible, near Los Angeles, California.