Note: The job is a remote job and is open to candidates in USA. ABB E-Mobility is a global leader in EV charging technology, and they are seeking a Channel Account Manager for their North American organization. The role involves developing channel account strategies, optimizing commercial performance, and driving profitable growth through collaboration with cross-functional teams.
Responsibilities
- Lead the development and execution of channel account strategies that align with business goals and customer needs. This includes identifying new opportunities, managing partner conflicts, and setting ambitious sales targets across your distributor and VAR network
- Own the commercial performance of your channel by optimizing pricing strategy, managing deal structures, and leveraging data analytics to improve forecasting, profitability, and margin realization across partners
- Streamline and optimize sales operations processes including quoting, PO processing, RFP management, and project coordination. You will eliminate bottlenecks and ensure structured follow-up on enablement and key milestones
- Track competitor activity, analyze market pricing trends, and provide strategic input on positioning and pricing decisions thus ensuring ABB's channel strategy stays competitive and captures market opportunities
- Lead technical and commercial support for RFPs, RFIs, RFQs, and tenders. You will work cross-functionally to ensure ABB wins complex deals while maintaining channel partner relationships and deal profitability
Skills
- 10 + years in channel sales, account management, or business development in complex B2B environments with a proven track record of driving profitable growth through distributors, VARs, and channel partners
- Advanced expertise in managing quoting, sales operations, and PO processes with strong experience in configurable products and complex B2B tenders, including deal pricing, discount structures, and value-based approaches
- Proven ability to develop and execute strategic account plans with advanced analytical and problem-solving skills; you have successfully interpreted data to make sound commercial decisions and balance growth, competitiveness, and profitability
- Strong understanding of electrical distribution and channel dynamics with solid grasp of price, volume, and margin mechanics. As a credible influencer, you must be capable of engaging senior stakeholders and resolving complex commercial negotiations
- Proficient with CRM platforms like Salesforce and partner-driven sales models; experienced with CPQ tools, quotation systems, and RFP analytics tools; you leverage data to drive forecasting, profitability, and performance improvements
- Bachelor's degree in Business, Engineering, Project Management, or related field
- Background in EV charging, power systems, or industrial technology
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