Channel Account Manager
VDA Telkonet – Sales Organization
Reports to: Director of Sales
Location: Remote (U.S.) with travel as required. Preferred home location in AZ, UT, NV, CO, NM, OR or WA
About VDA Telkonet
VDA Telkonet is a leading provider of intelligent energy management, automation, and smart building technologies for the hospitality, higher education, senior living, MDU, and military housing markets. We bring together advanced IoT devices, lighting controls, smart thermostats, occupancy-based automation, and a powerful cloud platform to deliver comfort, sustainability, and operational efficiency. Our success is built on a strong channel ecosystem across the Americas, including system integrators, low-voltage contractors, distributors, and technology partners.
Position Overview
The Channel Account Manager (CAM) is responsible for recruiting, onboarding, enabling, and managing channel partners who sell, install, and support VDA Telkonet solutions and cloud software licenses. The CAM plays a critical role in executing the company’s channel strategy—driving partner engagement, generating revenue, and expanding our presence in priority verticals such as hospitality, higher education, senior living, and MDU.
This role requires a high-energy relationship builder with strong business acumen, technical aptitude, and a hunter mindset for partner recruitment. The CAM works closely with the Director of Sales, Business Development Manager, and broader sales organization to support pipeline development and ensure partner success from acquisition through active selling.
Key Responsibilities
Channel Partner Recruitment & Expansion
- Identify, recruit, and evaluate new channel partners aligned with VDA Telkonet’s ideal partner profile.
- Develop and execute a territory-based partner acquisition plan including prospecting, outbound outreach, and participation in industry events.
- Build a pipeline of 200+ targeted partner opportunities with documented qualification criteria.
Partner Onboarding & Enablement
- Lead new-partner onboarding including credentialing, product training, sales certifications, and platform access.
- Deliver solution presentations and demo capabilities to accelerate partner readiness.
- Coordinate joint business planning with revenue targets, vertical focus, pipeline expectations, and milestone tracking.
Partner Management & Revenue Growth
- Act as the primary relationship owner for assigned partners.
- Drive partner performance through business reviews, incentive programs, co-selling, and opportunity development.
- Support partners in responding to RFPs, solution designs, and project scoping.
- Ensure partners actively promote and resell cloud software licenses.
Sales Execution & Forecasting
- Maintain an active partner pipeline in CRM with accurate forecasting.
- Collaborate with Business Development to convert demand-gen leads into partner-qualified opportunities.
- Coordinate with the Director of Sales to close high-value projects and strategic partner deals.
Cross-Functional Support
- Work with Product, Marketing, and Technical Support to ensure partners have updated tools and documentation.
- Provide market intelligence and partner feedback.
- Support marketing campaigns and webinars targeting partner audiences.
Qualifications
Required
- 3–7 years of experience in channel sales or partner management.
- Experience with IoT, building automation, energy management, HVAC/lighting controls, or SaaS.
- Understanding of low-voltage integrators, distributors, or systems contractors.
- Proven partner recruitment and revenue growth experience.
- Strong communication, presentation, and relationship-building abilities.
- CRM proficiency.
Preferred
- Experience in hospitality, higher education, senior living, or MDU markets.
- Technical understanding of building systems or networking.
- Co-selling and co-marketing experience.
Key Competencies
- Hunter mentality and outbound recruitment strength.
- Channel-centric mindset.
- Strategic relationship management.
- Business planning and forecasting.
- Technical aptitude.
- High ownership, adaptability, and urgency.
Success Measures
- Quantity and quality of new partners recruited.
- Partner-driven revenue growth.
- Pipeline development and CRM accuracy.
- Partner satisfaction and repeat business.
- Quarterly and annual sales targets met.