As the Western Channel Account Manager, you will oversee sales activities for Jupiter’s assigned channel partners, aiming to meet revenue targets and support business expansion goals. This dynamic and high-visibility role requires a proven ability to drive incremental growth through collaboration with channel partner field sales teams, consistently achieving ambitious revenue targets. To succeed in this role, you should be highly results-driven, possess a deep understanding of the AV market, and be customer-focused, with a successful record in expanding partner networks. You will also need strong skills in building both technical and sales relationships with partners. This role involves close collaboration with Jupiter's internal teams and partner staff, including Marketing, Sales, Operations, Engineering, and Customer Support.
Responsibilities for this role include but are not limited to:
Actively drive partners to maximize sales and total partnership potential through sales best practices, training, and support.
Work with marketing to drive programs and events to extend channel-generated opportunities to new prospects.
50-75% Travel throughout the Western US territory for face-to-face meetings/demos with consultants, resellers, and end-users to build the sales pipeline required to meet/exceed sales objectives
Identify and recruit channel partners required to meet business units, industry verticals, and geographic expansions within designated Western states.
Manage and be the main point of contact for assigned channel partners.
Establish channel partner revenue targets and regularly participate with channel field sales in account planning sessions and prospect sales campaigns.
Meet and exceed set sales quotas for business units and new opportunity objectives and provide accurate monthly and quarterly revenue forecasts.
Providing weekly reporting of pipeline and forecast using the Salesforce automation tool Identify and participate in partner seminars and events for targeted sales programs.
Identify required Jupiter technical support requirements for sales campaigns and drive the training programs to position partners for technical self-sufficiency.
Candidates need to have the following skills and qualifications to succeed in their role:
Superior Presentation skills
Excellent communication skills
Ability to multitask
Strong organizational skills
Building relationships
Excellent analytical skills
Excellent customer service
Creative problem-solving skills
Sales planning
Market knowledge (desirable)
Meet or exceed sales goals
Solution Based Selling
Process management
Intrinsically motivated
Good negotiation
Territory Profitability Management
Team-oriented
Live in Western U.S.
What we are looking for:
Excellent communication skills with the ability to articulate technical information in a clear, concise manner
Proven ability to drive the sales process and close the deal
Self-starter, highly motivated and competitive professional
An entrepreneurial spirit
Self-starter with high energy, drive, enthusiasm, initiative, and commitment
Solid organizational and planning skills
Alignment with our company values of going above & beyond, absolute integrity, exceptional reliability, compassionate service, and continuous innovation
Required Experience:
8+ years of territory sales management for a technology company; experience selling video wall processing and/or enterprise display technologies a plus.
Consistent and provable track record for meeting and exceeding sales quotas.
Ability to demonstrate products to prospective customers
Positioning products via value-based solution selling
Proven Track Record with new channel account development
Jupiter is pioneering the future of visual experience with ultra-wide 21:9 displays and mission-critical video processing solutions worldwide. For more than 40 years, Jupiter has empowered federal agencies, public and private organizations, and large and small corporations with technology that drives decision-making. Companies that seek to deliver revolutionary ways to process multiple, simultaneous data from disparate sources and display them effectively with control come to Jupiter. Recognized as the innovation leader in collaborative visualization, Jupiter is dedicated to engineering and delivering cutting-edge technology that exceeds industry standards and redefines the user experience. See the future of 21:9 at Jupiter.com.
