Channel Account Manager

No matter who you are, Pax8 is a place you can call home. We are growing globally, and are now expanding across Australia, New Zealand and Asia.

Culture is important to us, and at Pax8, it's business, and it
IS
personal. We are passionate, creative, and humorously offbeat. We work hard, keep it fun, and expect the best.

We Elev8 each other. We Advoc8 for our partners. We Innov8 continuously. We Celebr8 life.

Overview:
Pax8 is the leading value-added cloud-based SaaS marketplace, simplifying the cloud journey for our partners by integrating technology, business intelligence, and proactive service to deliver an unparalleled experience. Serving thousands of partners through the indirect sales channel, our mission is to be the world's favorite marketplace for technology professionals to buy cloud products. We are a fast-growing, dynamic, and high-energy organization with a start-up feel, allowing you to make a meaningful impact on the business. Culture is important to us, and at Pax8, it's business, and it IS personal. We are passionate, creative, and humorously offbeat. We work hard, keep it fun, and expect the best. We Elev8 each other. We Advoc8 for our partners. We Innov8 continuously. We Celebr8 life.
Pax8 not only continuously wins numerous awards in our field, but we have time and again been voted among the best places to work. We are committed to our goal of being the #1 employer of choice
Position Summary:
As a Channel Account Manager (CAM), you will play a critical role in driving sales performance and growth within your designated territory. This role requires working closely with our CGS (Cloud Growth Specialists) and CDR (Cloud Development Representatives) sales teams to provide sales coaching, support the sales funnel, and collaborate on building prospects. Leveraging your cloud technology expertise, you'll identify partner pain points and architect effective business solutions that deliver tangible results. You'll also facilitate the onboarding and enablement of our partners, fostering long-term partnerships and repeat business

Essential Responsibilities (includes, but is not limited to):
Sales Coaching and Support

• Work 1:1 with the CGS and CDR sales teams to provide coaching and support across the sales process. This includes sales function expertise, sales pipeline optimization and effective pricing strategies to ensure an efficient experience for potential partners.
• Build and maintain a robust pipeline of prospects by working alongside the CGS and CDR teams to drive sales performance.

Performance Management

• Measure and drive revenue growth and margin outside of Pax8 sales metrics to identify and implement strategies that support the company's overall profitability goals. This includes actively championing and executing departmental Plan8 initiatives and ensuring alignment of individual and departmental OKRs (Objectives and Key Results) with broader revenue and profitability objectives.
• Utilize data metrics to identify growth opportunities and make data-driven decisions to expand the business.

Planning and Reporting

• Create half yearly business plans and present them to relevant senior management teams.
• Develop quarterly business reviews (QBRs) for your territory and strategic accounts.
• Optimize Salesforce for business success through ongoing administration and data integrity.

Marketing

• Report market trends and share market insights with the Pax8 APAC marketing team.
• Attend industry events and participate in community ecosystem industry bodies and events to stay abreast of market developments.
• Develop engaging regional events and cultivate strategic networking opportunities to strengthen partner relationships and drive business expansion.
• Lead the end to end execution of local Pax8's Mission Briefings. This includes developing engaging agendas, fostering relationships with industry thought leaders, Pax8 leaders, and vendors to ensure an informative and interactive event experience for our partners.
• Build relationships with Pax8 vendors to enhance collaboration and drive joint initiatives.
• Develop and execute Go-To-Market (GTM) strategies for the growing Pax8 line card.
• Run your own GTM initiatives across your partner network.

Team Collaboration and Communication

• Maintain weekly collaboration with fellow CAMs within your region, ensuring team meetings are in place and meet at regional office spaces regularly.
• Schedule meetings with other departments at Pax8 to facilitate strategic collaboration and knowledge exchange.
• Build business cases to gain approval for regular regional face-to-face partner visits.
• Support new team members with onboarding tasks assigned by the manager.
• Set up 1:1 sessions to assist new team members as they onboard with Pax8, ensuring their effective integration, fostering a clear understanding of our company values and building a sense of belonging within the team environment.

Ideal Skills, Experience, and Competencies:

• Proven track record of success in complex sales environments. Deep understanding of sales processes, funnel management, and strategic negotiation techniques.
• Adept at coaching and mentoring others, providing relevant knowledge and skills necessary to achieve sales goal
• Skilled at analyzing sales data and market metrics to identify trends, optimize performance, and make informed business decisions.
• Collaborative team player with strong interpersonal skills.
• Exceptional presentation and communication skills to effectively engage with partners, internal stakeholders, and industry leaders.
• Adept at building and maintaining strong relationships with vendors, partners, and industry leaders.
• Strong working knowledge of Salesforce administration and other CRM tools to manage partner relationships and track sales activities efficiently.
• Strategic thinker with proven ability to develop and execute strategic plans, conduct business reviews, and drive measurable results.
• Possesses a keen understanding of current market trends and competitive landscapes, able to translate insights into actionable strategies.
• Experience in event planning and management.
• Ability to acquire and/or demonstrate a solid understanding of business technology products and services for categories such as Productivity, Infrastructure, Continuity, and Security.
• Highly organized with strong attention to detail.
• Self-motivated and able to work independently.
• Willingness to travel for partner visits and industry events as needed.

Required Education & Certifications:

• B.A./B.S. in related field or equivalent work experience

Work Environment :
Professional office environment. Routinely uses standard office equipment such as computers, phones, copy machines, printers, and filing cabinets.

Physical Demands:
Sedentary role; primarily involves sitting/standing.

Why Join Pax8?
At Pax8, we know our people are our power. That's why we're all in on supporting your growth, well-being, and success—both in and out of the office. Here's what you can expect when you join the team:

• Extra Time Off, On Us We get it—life's busy. That's why we give you 2 bonus weeks of leave every year, starting from day one. More time for you, your family, and the things you love.
• Private Health Insurance Because life happens. We've got you covered with private health insurance for peace of mind when you need it most.
• Unlimited Learning & Growth Whether you're climbing the ladder or carving your own path, our Learning & Development programs and strong culture of internal promotion will help you get there.
• Paid Industry Certifications We'll fund your journey to becoming a cloud expert with fully paid, industry-recognised certifications that boost your skills and your career.

About Us:
Pax8 is the leading value-added cloud-based SaaS marketplace, simplifying the cloud journey for our partners by integrating technology, business intelligence and proactive service to deliver an unparalleled experience. Serving thousands of partners through the indirect sales channel, our mission is to be the world's favorite place to buy cloud products.

Equal Opportunities
Pax8 is an equal opportunities employer and welcome individuals who are in possession of the appropriate requirements to work within the country the role is based in. Offered individuals will be asked to undertake identity, security compliance and reference checks. Your privacy is important to us. Your data will be held in accordance with Data Privacy best practices and processed only in accordance with our recruiting processes.

About Us:
Pax8 is the leading value-added cloud-based SaaS marketplace, simplifying the cloud journey for our partners by integrating technology, business intelligence and proactive service to deliver an unparalleled experience. Serving thousands of partners through the indirect sales channel, our mission is to be the world's favourite place to buy cloud products.

Equal Opportunities
Pax8 is an equal opportunities employer and welcome individuals who are in possession of the appropriate requirements to work within the country the role is based in. Offered individuals will be asked to undertake identity, security compliance and reference checks. Your privacy is important to us. Your data will be held in accordance with Data Privacy best practices and processed only in accordance with our recruiting processes.

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