Lucy710

Channel Account Manager

Channel Account Manager Plan Interview

Hello War Room!

As part of my interview process, the hiring manager has asked me to come up with a 30/60/90 day plan. I've worked as an account manager in strategic accounts, but wanted to see if there are any quirks or items that you would add to this plan that are role specific to channel sales.

thank you so much in advance for any input! I truly appreciate it!!

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7 comments

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Sandboxer

Good Citizen

Channel Account Manager

CAM here

Rough framework while i multitask. Obviously dont copy/paste this... use it to generate some ideas

30 day
-Understand your company structure (field alignment, installed base/renewals, engineering, etc)
-Understand your products and solutions
-Understand your partner program (tiers, rebate, compliance) what "carrots" do you have to encourage your resellers to perform?
-What marketing funds do you have access to? How do you use them? How do you grow that bucket when needed?Guidelines?
-INTRODUCE YOURSELF TO PARTNERS
-Establish cadence meetings with internal teams

60 day
-Identify your partner ecosystem
-Who are your top performing partners/reps? What product lines to they sell? are they lacking in certain LOBs?
-Who are your underperformers? Why?
-Who is compliant, close to compliance, trends in ALMOST hitting rebate, close to reaching next tier of your program
-What portion of your installed base is aligned to your partner(s)? Is it being communicated and acted on appropriately?
-Do your field, installed base, engineering (etc) teams understand the value prop of your partner(s)?
-Dive in your pipeline, current, future, and past. What is in play, what was lost earlier, why?
-Establish cadence meetings with stakeholders at key partner(s)

90 day
-Plan of action to improve, and reinforce above
-Spiff programs for reps? Virtual or in person trainings? Virtual or in person mixology, wine tastings, paintings, etc.
-Use everything you can to think of to encourage growth in existing partners, enrolling new partners, etc.
-Understand and create plan moving forward to address your competitive environment (both technology wise and partner engagement)

Lucy710

Politicker

Channel Account Manager

THANK YOU SO MUCH!!!

Sandboxer

Good Citizen

Channel Account Manager

NP - best of luck!

Diablo

Politicker

Sr. AE

Not sure about the channel sales role but you might want to check this: https://bravado.co/war-room/posts/anyone-have-a-good-30-60-90-day-plan-for-ae-s

CaneWolf

Politicker

Call me what you want, just sign the damn contract

How does your organization define channel? Are you more just handling the partner relationships or are you also getting involved as a representative for the company with the accounts themselves?

Lucy710

Politicker

Channel Account Manager

I believe with the org I am interviewing with, it is also both!

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Then I'd recommend separating the two pieces out and doing 30/60/90 for both.

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Lucy710

Channel Account Manager Plan Interview

7 comments

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