Channel Account Manager

Job description

Sprout Social is looking to hire a Channel Account Manager for the Alliances & Channels team to support and manage Sprout Social’s reseller go-to-market efforts in the EMEA region, to be based in Ireland.

Why join Sprout’s Alliances & Channels team?

Sprout’s Alliance and Channel partnerships are essential to running and scaling the business. Joining our Alliances & Channels team means you’ll be at the intersection of many parts of the company, with high visibility and impact of your work. As part of this team, you’ll have the opportunity to build and support the company’s most critical partnerships and leverage those relationships to give Sprout a competitive advantage and drive revenue. And as a relatively small and new team, there is a ton of opportunity to create, design, and build a new source of material impact on the business.

What you’ll do

• Act as the primary point of contact and relationship owner for a portfolio of international resellers, driving their growth and overall performance.
• Cultivate and maintain strong, trust-based relationships with key stakeholders within each reseller organization.
• Develop and execute joint business plans with resellers, establishing clear objectives, strategies, and measurable KPIs to achieve mutual success.
• Work with resellers to develop accurate sales forecasts and manage a healthy pipeline of opportunities within their territories.
• Monitor and analyze reseller performance metrics and KPIs, proactively identifying areas for improvement and implementing strategies to increase revenue and market share.
• Conduct regular business reviews with resellers and internal stakeholders to evaluate performance, uncover new opportunities, and ensure alignment on growth objectives.
• Provide timely and comprehensive updates to management on reseller performance, forecasts, key activities, and overall channel health through regular communication and reporting.
• Partner cross-functionally with internal teams (e.g. Enablement, Sales, Marketing, Product Management, Customer Support) to ensure seamless alignment and the successful execution of channel initiatives, and ensure resellers possess the necessary training, resources, and support to sell and support Sprout Social’s products.
• Maintain a deep understanding of Sprout Social’s product offerings and relevant industry trends to effectively communicate value propositions to resellers
• Assist with the development and delivery of a Reseller Partner Program
• Identify, recruit, and onboard new strategic reseller partners in target international markets in alignment with our channel strategy and growth objectives.
• Ensure reseller activities comply with relevant international regulations and company ethical standards.
• Willingness to travel internationally as required to build and maintain strong reseller relationships.

What you’ll bring

Sprout Social is seeking a highly motivated and results-oriented Channel Account Manager with strong business acumen to join our expanding Alliances & Channels team. The ideal candidate will be passionate about driving growth through reseller relationships and possess a keen understanding of how to build mutually beneficial partnerships.

The minimum qualifications for this role include:

• 3-5 years of experience in channel sales, with a demonstrable track record of exceeding revenue targets through reseller partnerships.
• Experience working with international or regional resellers, understanding the nuances of different business cultures, market dynamics, and partner business metrics
• Fluency in French and Spanish
• Solid business acumen with an understanding of reseller business models, financial metrics, and revenue drivers
• Willingness to travel internationally as required
• Strong understanding of SaaS solutions

Preferred qualifications for this role include:

• Proficiency in using CRM systems (e.g., Salesforce) and partner relationship management (PRM) platforms.
• Fluency in Italian

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Meet the rest of the Alliances & Channels team and join team meetings

Within 3 months, you’ll start hitting your stride by:

• Partner with the Manager to define key success metrics for your role and how you will measure against them.
• Review existing reseller documentation, historical performance, and refine the strategy for your assigned resellers
• Connect with your assigned resellers and begin to build relationships with their teams
• Meet with internal stakeholders and partners that you will work with to support the reseller efforts in this role
• Become experienced with the CRM and PRM environments

Within 6 months, you’ll be making a clear impact through:

• Identify areas to improve the reseller experience and recommend solutions to management
• Generate pipeline through resellers and create process to deliver forecasts to the business
• Work cross-functionally to help create a comprehensive reseller enablement plan
• Conduct a business review with your assigned resellers
• Be seen as the go-to person for your partners and be their liaison to Sprout Social
• Create a target list of resellers in identified markets to pursue as a prospective partner
• Assist with formalizing Sprout Social’s Reseller Partner Program

Within 12 months, you’ll make this role your own by:

• Surpass historical revenue performance by resellers and set the new benchmarks for the business
• Strategize with and support reseller partners in efforts to improve gross retention rates
• Support the evaluation of new markets and onboard a new reseller into the Reseller Partner Program
• Be a resource and mentor to new team members joining the team

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Dublin’s city centre

Whenever possible, we want to provide team members the flexibility to work in the location that makes the most sense for them. If you prefer an office setting, this role may be based in our Dublin location. If you prefer to work remotely from another location within Ireland or the UK, we will accommodate you as best as possible.

If you are based in another location within EMEA, we aren’t able to hire in your location at this time; however, if you’d like to stay in touch with us in case that changes in the future, please apply and we’ll save your application for possible future consideration.

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