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Channel Partner Account Manager Jobs in Ohio (NOW HIRING)

W. R. Grace & Co.

Enable Channel partners by coordinating sales and product training, marketing initiatives, and ... Manage potential channel conflict with Channel partners by establishing clear territory / account ...

Qualys

Channel Account Manager

Columbus, OH · On-site

As a Channel Account Manager, you will play a pivotal role expanding our US partner market through regional channel partners such as VARs, resellers or distributors. You will be responsible for ...

New

Danaher

Channel Sales Manager

Cincinnati, OH · Remote

$145K/yr

Channel Partner Leadership & Strategic Alignment: Lead the end-to-end business relationship with large national distribution partners engaging at the leadership level to align on mutual growth ...

Keyfactor

Channel Account Director

Independence, OH · On-site

T itle: Channel Account Director Location: Sweden; Stockholm, Netherlands; Remote Experience ... Negotiate Partner Agreements with Partner. Manage Onboarding and add elements based on partner ...

varonis

Account Manager

Cincinnati, OH · On-site

Description Account Manager The Company: Varonis (Nasdaq: VRNS) is a leader in data security ... Prior experience selling security software products through use of channel partners. * Strong ...

Varonis

Account Manager

Cincinnati, OH

Account Manager The Company: Varonis (Nasdaq: VRNS) is a leader in data security, fighting a ... Prior experience selling security software products through use of channel partners. * Strong ...

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Channel Partner Account Manager information

What is the difference between Channel Partner Account Manager vs Sales Account Executive?

AspectChannel Partner Account ManagerSales Account Executive
CredentialsRelevant sales certifications, industry-specific knowledgeSales certifications, CRM proficiency
Work EnvironmentCollaborates with partners, indirect sales channelsDirect customer engagement, prospecting
Employer & Industry UsageTech, manufacturing, wholesaleRetail, software, services
Search & Comparison IntentUnderstanding partner management rolesSales performance, prospecting strategies

The main difference is that a Channel Partner Account Manager focuses on managing relationships with partner organizations to drive sales through indirect channels, while a Sales Account Executive directly engages with individual clients to close sales. Both roles require strong sales skills and industry knowledge but serve different sales processes and environments.

What is a channel partner account manager?

A Channel Partner Account Manager is a professional responsible for managing relationships between a company and its external partners, such as resellers, distributors, or agencies. Their main goal is to drive sales and revenue growth through these partners by providing support, training, and resources. They also develop joint business plans, set mutual goals, and ensure partners are aligned with the company's strategies. This role involves frequent communication, problem-solving, and collaboration to maximize the success of both the company and its partners.

What are the key skills and qualifications needed to thrive as a channel partner account manager?

To thrive as a Channel Partner Account Manager, you need strong sales acumen, relationship management skills, and a solid understanding of channel strategy, often supported by a degree in business or a related field. Familiarity with CRM systems like Salesforce, channel management platforms, and certifications in sales or partner management are typically required. Exceptional communication, negotiation, and problem-solving skills help you build trust and drive success with partners. These abilities are crucial for fostering long-term partnerships, maximizing revenue, and ensuring mutual growth in a competitive market.

What are some common challenges channel partner account managers face when managing multiple partner relationships?

Channel Partner Account Managers often juggle several partner accounts simultaneously, which can lead to challenges in balancing priorities and ensuring consistent communication. Each partner may have different goals, sales processes, and support needs, requiring the manager to tailor their approach for each relationship. Staying aligned with both internal sales teams and external partners, while keeping up with product updates and market changes, is crucial for success. Effective time management, proactive problem-solving, and strong relationship-building skills are essential to overcome these hurdles and drive partner performance.
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Channel Partner Account Manager jobs near you
Infographic showing various Channel Partner Account Manager job openings in Ohio as of July 2026, with employment types broken down into 67% Full Time, and 33% Contract. Highlights an 100% In-person job distribution.

Channel Account Manager, EMEA

W. R. Grace & Co.

Full-time

Medical, Life

Re-posted 16 days ago

Job description

Requisition ID: 24983 

Grace, a Standard Industries company, is a leading global supplier of catalysts, engineered materials and fine chemicals. We provide innovative products, technologies and services which our customers use to manufacture everyday products like renewable fuels, pharmaceuticals, toothpaste, cosmetics, food packaging, beer, edible oils and more. Our thousands of employees help shape a better future at our global headquarters in Columbia, MD and locations worldwide.

Job Description

Responsible for executing Channel strategy and driving Channel Partner revenue growth within EMEA.

Responsibilities
  • Enable Channel partners by coordinating sales and product training, marketing initiatives, and quarterly Mutual Action Plan reviews to meet assigned targets.
  • Document key Channel partner engagements in Salesforce.com to communicate business performance and key initiatives back to business leadership.
  • Review performance with Channel partner base and provides guidance to drive additional growth. Intervene when necessary to solve issues.
  • Manage strategic initiatives and projects with channel partners in your region including new product launches, market mapping, etc.
  • Give input on overall strategic vision for Channel partnerships within the region and execute agreed vision with Global Director. This includes recruiting additional Channel partners by segment and/or geography in order to achieve sales goals OR consolidating certain relationships to improve performance and build scale. Drive newly appointed channel partners from ideation to ongoing sales.
  • Own and drive the Channel partner pipeline including long term data / time optimization on what Grace tracks vs. what our channel partners track and communicate to us.
  • Manage potential channel conflict with Channel partners by establishing clear territory / account coverage.
  • Forecast revenue potential for each Channel partner and prioritize time accordingly.
  • Develop recommendations for addressing underperforming or mis-aligned Channel partners. Able to evaluate Channel partner appropriateness.
  • Coordinate communication and end client visits between distributors with sales, TCS, and other Grace resources as required to drive sales and opportunities warrant.
  • Execute legal agreements and make sure contracts are in place for all Channel partners and are updated in a timely manner.
Required Qualifications
  • Bachelor’s degree in Chemistry, Chemical Engineering, Business Administration or related field: 
  • Fluency in English and German 
  • Strong Networking and Relationship-building skills – internal and external
  • Collaborative mindset and ability to lead through influence – balance personal scorecard with that of others within Grace direct sales and other functions 
  • Ability to balance relationship management vs. challenging channel partners to meet expected targets and take work off Grace’s plate
  • Balance between strategic thinking and tactical execution. Ability to go “high and low” to hit near term sales targets while setting Grace up with the right partners for long term success.
  • Take ownership of all assigned channel partners and deliver the overall business performance month in and month out. Drive the business.
  • Results-oriented and able to multitask in a fast-paced environment
  • Experience in creating and managing contracts
  • Proven ability to understand and sell a technical product portfolio
  • Well organized with strong customer orientation
  • Self-Confidence
  • Excellent listening and teamwork skills
  • Able to work independently with little guidance
  • Up to 70% of travel required
Preferred Qualifications
  • Experience in Chemical Industry preferred.
  • 5+ Years of successful channel / distribution sales experience
Benefits
  • Premium Medical Insurance (for employee & family members)
  • Life Insurance (for employee & family members)
  • Reimbursement for glasses for computer work
  • Sports Card (Fit&More Package offers swimming pools, 4500+ sport-recreational facilities all over the country)
  • Language Courses

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

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