Note: The job is a remote job and is open to candidates in USA. Legrand is a global specialist in electrical and digital building infrastructure solutions. The Distribution Channel Account Manager will develop and execute go-to-market strategies with IT distributors and national accounts, driving revenue growth through partner engagement, sales operations, business planning, pipeline development, and cross-functional collaboration.
Responsibilities
- Responsible for developing and managing strategic relationships with IT distributors and select national accounts to drive revenue growth, market penetration, and sales execution across assigned territories and channels
- Serve as the primary relationship manager for assigned IT distribution partners and select national accounts
- Develop and execute annual business plans aligned with company growth objectives and distributor strategic priorities
- Drive revenue growth through distributor engagement, pipeline development, demand creation programs, and sales execution initiatives
- Lead quarterly business reviews (QBRs), forecasting activities, business planning sessions, and performance reviews with distributor partners
- Collaborate closely with distributor sales organizations to identify, develop, and convert new business opportunities
- Coordinate joint go-to-market initiatives with marketing, field sales, and distributor teams to increase market awareness and customer demand
- Partner with Territory Sales Managers and regional sales leadership to align distributor activities with field sales priorities
- Manage distributor sales operations activities including pipeline tracking, forecast management, rebate programs, reporting, and performance measurement
- Identify and remove barriers to business growth by coordinating activities across product management, marketing, customer service, technical support, finance, and sales operations teams
- Navigate and influence cross-functional, matrixed organizations to ensure effective execution of strategic initiatives
- Develop and deliver sales enablement programs, training, and business updates for distributor and internal sales teams
- Analyze market trends, distributor performance metrics, and sales data to identify growth opportunities and optimize channel strategies
- Maintain accurate forecasting, reporting, opportunity management, and CRM hygiene consistent with company sales processes
- Represent the company professionally and ethically in all interactions with distributors, national accounts, customers, and internal stakeholders
Skills
- Typically requires 2-4 years of related sales, channel management, distribution management, or business development experience
- Proven experience working with major IT distributors and national reseller organizations
- Experience developing and executing business plans, sales programs, and growth strategies within distribution and partner channels
- Strong background in sales operations, forecasting, pipeline management, and revenue planning
- Demonstrated success managing complex, multi-stakeholder business relationships
- Experience working effectively within highly matrixed organizations
- Experience collaborating across sales, marketing, product management, customer support, and operations functions
- IT Distribution Management
- Channel Strategy Development
- Sales Operations
- Strong working knowledge of data center infrastructure, including power, racks, networking, compute, and management platforms
- Practical understanding of networking fundamentals, virtualization, and IT infrastructure operations
- Strong understanding of IT distribution business models, programs, and sales motions
- Strong analytical skills with experience leveraging sales data and performance metrics to guide decision-making
- Excellent executive-level communication, presentation, and relationship management skills
- Strong organizational and project management capabilities with the ability to manage multiple priorities simultaneously
- Ability to operate effectively from a home‑office environment
- Ability to travel up to 50%
- Previous experience in data center infrastructure, networking, power, or related technology markets preferred
Benefits
- Comprehensive medical, dental, and vision coverage
- High employer 401(k) match
- Paid time off (PTO) and holiday pay
- Short-term and long-term disability benefit plans
- Above-benchmark paid maternity and parental leave
- Bonus opportunities in accordance with the Company’s incentive plans
- Paid time off to volunteer
- Access to an active Employee Resource Group network
- Remote position
- Comprehensive health benefits
- Paid maternity and parental leave
- Holidays
- Disability coverage
- Access to active Employee Resource Groups that support women in engineering and underrepresented identities
Company Overview