What are the responsibilities and job description for the Channel Account Executive position at Franklin Fitch?
The Role
Our client is a leading SaaS provider focused on innovative digital signage solutions. Headquartered in Europe and operating internationally, the company is experiencing significant growth and is now expanding its presence across the United States, creating an excellent opportunity to join them at a pivotal stage of their journey.
As a Channel Account Executive, you will play a crucial role in onboarding and nurturing mid-to-large-sized partners. You’ll manage a portfolio of both new and existing partners, focusing on building long-term relationships and driving mutual success.
What You’ll Do:
Build and Maintain Relationships
- Manage and grow a portfolio of active partners. This includes prospecting, onboarding, training (with enablement team), assisting with proposals and quotes, and coordinating with cross-functional teams to support partner needs
Drive Partner Revenue & Growth
- Own and deliver against commercial targets, including recurring, new business, partner-sourced direct revenue, partner influenced revenue, pipeline creation, and deal conversion
- Identify and develop new business upsell and expansion opportunities within partner accounts
Identify New Opportunities
- Proactively identify new partner-led opportunities, end customers, and vertical use cases
- Work with partners to uncover new opportunities and bring them into our clients ecosystem
Co-Selling & Deal Management
- Actively collaborate with partners and direct sales on qualified joint co-sell opportunities, supporting deal strategy, pricing, and closing
- Ensure proper deal registration and pipeline hygiene
Partner Performance Management
- Monitor partner performance, identify gaps, and take action to improve activation, engagement, and revenue contribution
Strategic Business Calls
- Lead regular business discussions/reviews to understand partners’ objectives, provide ongoing education on our clients solutions, and explore opportunities for collaboration to support their growth
Showcase Value
- Conduct comprehensive demos of our platform, addressing partner needs and demonstrating how our client can enhance their business operations
Requirements
- Experience: Minimum 4 Years Sales experience in B2B, preferably in Saas Communication Pro: Full professional proficiency in English, both spoken and written. You connect effortlessly with partners and stakeholders.
- Relationship Builder: Exceptional communication skills with a strong ability to forge and maintain valuable partner relationships.
- Organised and Results-Driven: Highly organized, self-motivated, and capable of managing a high-volume workload effectively.
- Team Player: Enjoys collaborating within a team environment to achieve shared goals.
- Flexible and Adaptable: Willingness to adjust working hours to accommodate the needs of our global partners.
- Commercially driven: Demonstrates a strong commercial mindset with the ability to translate market insights, partner performance data, and competitive trends into actionable business strategies.