Sr. Channel Account Manager

Overview

Otter Products is recruiting a Sr. Channel Account Manager to join our Otter Business team! This role can be fully remote located in the Midwest or West Region of the US.

 

As the Sr. Channel Account Manager, you will play a critical role in the overall growth of Otterbox Business, the Commercial Business Unit for Otter Products. In this role you will apply comprehensive knowledge of the industry and channel to develop, manage, and lead all go-to-market aspects for strategic channel partner, displaying highly developed skills and a proven track record of success with channel resellers and distribution.

 

Achieving success in this role will require creativity and innovation as well the ability to collaborate closely with internal organizations such as sales, marketing, product, and operations. This role requires strong decision-making abilities, analytical skills, and in-depth commercial business acumen that will impact the success and growth within assigned channel partners.

About Otter Products

At Otter Products, we grow to give. From our founder’s garage in 1998 to the global technology leader we are today, Otter Products continues to drive growth through innovation. Through our industry-leading brands – OtterBox, OtterCares - we provide our partners the number-one selling and most trusted products in our categories. Our philanthropic spirit is the foundation on which we foster our partner relationships, allowing us to grow and to give - together. By way of our charitable arm, the OtterCares Foundation, we support our communities and invest in our future through education that inspires kids to change the world. And even as our global community of Otters continues to grow, our founder’s core values are still at the heart of everything we do. We measure our success by our ability to give back to our communities and strengthen opportunities for all. For more information visit otterproducts.com

Responsibilities

• Core Sales and Account Management
  • Establish and cultivate strong relationships with the strategic channel partners to understand their business needs, objectives, and market positioning.
  • Lead overall business plan development, alignment, and execution to achieve/exceed growth objectives and deliver revenue and profit targets.
  • Collaborate with internal and external teams to define, align, and implement strategic growth plans.
  • Create new opportunities within the strategic channel partner accounts by leveraging OEMs and vertical focused strategies.
  • Responsible for account management, marketing, and product management activities.
  • Responsible for understanding competitive insights and trends.
  • Identify new revenue streams, projects, and products to drive growth.
  • Develop and execute Otter strategy and targeted sales plays.
  • Manage, maintain, and negotiate all necessary contracts and RFP’s.
  • Develop relationships with key stakeholders and decision makers at the channel accounts.
• Business Forecasting & Planning
  • Develop monthly, quarterly, and annual sales & profitability targets and attainment plans.
  • Monitor and analyze sales results, performance metrics, business behaviors and trends to identify opportunities for growth.
  • Analyze market trends and customer and partner behavior to identify growth and expansion opportunities.
• Executive Engagement
  • Participate in strategic operations and leadership meetings to provide accurate, up-to-date sales performance, demand plan and partner with Otter Commercial Sales to cover sales funnel data.
• Channel Partners Engagement
  • Partner closely with Otter’s Product, Marketing & Sales teams to select, develop, and create sell in assets which include differentiated vertical sales plays with the channel partners.
  • Analyze sales results and trends to identify opportunities for new plays and current play evolution.
  • Partner with channel partner sales leadership to execute vertical sales plays.
• Channel Partner Sales Enablement
  • Work closely with Otter’s Product, Marketing & Sales teams to create, develop, and execute vertical sales plays.
  • Sales Training/Awareness: participate in the development and ongoing execution of Otter’s learning management system (LMS) for channel partner sellers and technical team.

• Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment.
• Other duties as assigned

Qualifications

• Bachelor’s Degree required. Experience in lieu of degree may be considered.
• Minimum of five years of experience in sales, including managing strategic channel partners is required.
• Excellent written and verbal communication skills with the ability to influence internal and external teams across a wide variety of functions is required.
• Experience with Salesforce CRM is required.
• Ability to travel up to 50% required.
• Experience creating and executing go-to-market strategies is preferred.

EEO

Otter Products, LLC is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, marital status, pregnancy, sex, sexual orientation, gender, gender identity or expression, national origin, disability, veteran status, or any other characteristic or status protected by law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act and in accordance with all other applicable federal, state and local laws.

For US Based Roles Only - Base Compensation Range Minimum

USD $110,000.00/Yr.

For US Based Roles Only - Base Compensation Range Maximum

USD $138,000.00/Yr.

Additional Total Rewards

Variable Incentive Program, Variable Incentive Program - Sales Incentive: Total target compensation is made up of 70% Base, 30% At Risk