Note: The job is a remote job and is open to candidates in USA. Impartner is a global leader in the channel management sector. The Distribution Account Executive will build strategic relationships with technology distributors, generate new business among their vendor ecosystems, and sell Impartner subscriptions to technology vendors. The role manages the full sales cycle, develops scalable partner motions, and drives revenue growth for Impartner's Partner Relationship Management platform.
Responsibilities
- Own the strategic relationship with two of the industry's leading technology distributors
- Build relationships across distributor vendor management, marketplace, partner enablement, and field organizations
- Position Impartner as the preferred PRM and partner ecosystem platform within distributor vendor validation and onboarding programs
- Develop repeatable co-sell and referral motions between Impartner and distributor teams
- Identify opportunities to leverage distributor programs, marketplace initiatives, MDF, and co-op funding to generate demand
- Prospect and prioritize vendors within each distributor's line card as your primary territory
- Generate qualified pipeline through distributor referrals, strategic outreach, and account research
- Conduct compelling discovery meetings, product demonstrations, and executive presentations
- Manage the complete sales cycle from prospecting through negotiation and close
- Accurately forecast revenue and maintain pipeline visibility within Salesforce
- Collaborate with Marketing, Customer Success, Product, and Leadership to improve distributor and vendor engagement
- Serve as a trusted advisor to distributors and vendors by understanding their partner ecosystem, channel strategy, and go-to-market objectives
- Monitor distributor initiatives, marketplace developments, and technology ecosystem trends to identify growth opportunities
- Represent Impartner at distributor meetings, partner events, conferences, and industry functions
- Consistently achieve or exceed quarterly and annual revenue targets
Skills
- * Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience
- * 2–5 years of experience in B2B SaaS, technology sales, or channel sales
- * Proven track record of consistently achieving or exceeding sales quotas
- * Experience managing complex sales cycles with executive decision-makers
- * Strong understanding of SaaS solutions and consultative selling methodologies
- * Excellent written, verbal, and presentation skills
- * Ability to build relationships with both strategic partners and customer executives
- * Highly organized with exceptional time management and prioritization skills
- * Self-motivated with the ability to thrive independently in a fast-paced environment
- * Experience using Salesforce, ZoomInfo, Gong, LinkedIn Sales Navigator, or similar sales technologies
- * Strong negotiation, forecasting, and closing skills
- * Willingness to travel as needed to support distributor relationships and customer engagements
- Candidates must reside in one of the following states: * Arizona * California * Colorado * Florida * Georgia * Indiana * Michigan * Minnesota * Nebraska * New Hampshire * North Carolina * Oklahoma * Pennsylvania * Texas * Utah * Virginia * Washington
- * Experience working with technology distributors or channel partners
- * Familiarity with: * + Two-tier distribution models + Partner ecosystems + Channel sales + Vendor enablement + Marketplace programs + Co-sell motions + MDF and co-op funding programs
- * Experience with selling Partner Relationship Management (PRM), CRM, or channel technology solutions
- * Background in strategic partnerships, alliances, or indirect sales
- * Experience working in a high-growth SaaS organization
Benefits
- Commission opportunity
- Equity opportunity
- Clear career path into Strategic Accounts, Channel Leadership, Enterprise Sales, or Partnerships leadership
- Remote flexibility
- Ongoing professional development opportunities
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