Strategic Channel Account Manager

Job Description

Legrand has an exciting opportunity for a Strategic Channel Account Manager to join the Data Center Power and Control Team. This is a remote position. The Strategic Channel Account Manager is responsible for developing and executing the overall sales and go to market strategy for key national channel partners, with primary ownership of CDW. This role drives revenue growth, partner engagement, and market adoption across Data Center Management, Energy and Power Management, and Access Management solutions.

The successful candidate will bring deep experience working with national channel partners, strong technical fluency in data center and networking environments, and the ability to engage effectively with both partner sellers and customer IT stakeholders.

Responsibilities

• Develop and execute strategic revenue plans for key national channel partners in alignment with overall company go to market objectives.
• Own and manage the national relationship with CDW, serving as the primary point of contact for strategy, execution, and escalation.
• Establish and drive a robust conversion pipeline in collaboration with distributor and reseller sales teams.
• Lead joint business planning initiatives, including quarterly business reviews (QBRs), pipeline reviews, and forecast alignment.
• Develop and execute partner marketing strategies that strengthen brand awareness, positioning, and demand generation.
• Enable partner sellers through training, field engagement, and solution positioning tied to real customer use cases.
• Provide leadership and support to Territory Sales Managers (end user sales reps) and internal stakeholders to ensure alignment and execution.
• Collaborate cross functionally with Technical Support, Product Management, and Marketing to identify and capitalize on growth opportunities.
• Maintain accurate forecasting, reporting, and pipeline management aligned with corporate sales processes.
• Uphold company values, sales processes, and business ethics in all partner and customer engagements.
  
  

Education

QUALIFICATIONS

• Bachelor’s degree required from an accredited institution.
  
  

Experience

• Minimum of 5 years of channel or national account sales experience.
• Proven experience working directly with CDW and navigating national and field level partner organizations.
• Experience managing complex, multi stakeholder distributor or VAR relationships.
• Previous experience in broadline distribution and national channel sales environments.
• Bonus if located near CDW office.
  
  

Skills/Knowledge/Abilities

• Strong working knowledge of data center infrastructure, including power, racks, networking, computing, and management platforms.
• Practical understanding of networking fundamentals, virtualization, and IT infrastructure operations.
• Ability to effectively engage IT administrators, presales engineers, and partner sellers without requiring hands on engineering expertise.
• Experience selling hardware and software solutions related to network management, power distribution, and infrastructure.
• Familiarity with data center infrastructure products, including:
• Rack power and PDUs
• Serial, KVM, and out-of-band access solutions
• Racks and enclosures
• Networking
• Strong communication, presentation, and relationship building skills.
• Ability to operate effectively from a home office environment.
• Highly collaborative, organized, and comfortable working across functions and partner organizations.
• Ability to travel up to 50%.
  

The Ideal Candidate

• Is viewed as a trusted partner by CDW sellers and leaders
• Can seamlessly move between executive strategy and field-level execution
• Enjoys translating technical capability into business value
• Understand how IT admins evaluate and deploy infrastructure solutions
• Thrives in a national account, influence driven role
  
  

Salary: $130,000 – $160,000 (OTE) base plus commission. Compensation is based on location, experience, full package and current role within Legrand.