Summit US Sessions CSOS_Is It Time to Invest or Invest More in Indirect Channels

Redefining the Channel Account Manager Role to Meet the Needs of Today’s Partners

Wednesday May 6, 2020 | 11:45 AM - 12:05 PM

Speaker(s):  Stephanie Sissler

Track(s): Sales Executive

Not so long ago, holding lunch-and-learns and playing golf with the owner or sales manager were the most common ways to drive channel partner trust and business. Well, those days are gone. In response to changes in the buyer’s journey and increasing solution complexity, today’s partners are demanding to work with channel salespeople who can not only help their sales team sell more but can understand their business and be counted on as trusted advisors. In this session, we define what it takes for a channel sales team to succeed in today’s marketplace, including core roles and priorities, skills and tools for effectively and efficiently exceeding quota and partner expectations, and best practices for measurement and motivation.

This session will provide the following benefits:

  • Understand how changes in the marketplace are driving changes in channel sales team roles and responsibilities
  • Learn about new roles, skills and capabilities that answer the needs of today’s channel partners
  • Review a step-by-step process for building a channel sales team that addresses partners’ requirements as well as company goals

May 4–7, 2020 | Live Virtual Experience

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