Enterprise Account Manager - Channel Sales

PRIME Education is seeking a high-performing Enterprise Account Manager to drive customer retention, expansion, and strategic growth across a portfolio of enterprise accounts. This role focuses on developing strong relationships with enterprise customers and collaborating with channel partners to drive measurable business outcomes.

Responsibilities:

• Own and grow a portfolio of enterprise customer accounts through renewals, expansion, upsell, and cross-sell opportunities
• Develop and execute strategic account plans aligned with customer business objectives and technology initiatives
• Build trusted relationships with executive sponsors, IT leadership, engineering teams, procurement stakeholders, and operational decision makers
• Conduct business reviews, account planning sessions, and customer success discussions to identify growth opportunities and mitigate risk
• Maintain accurate forecasting, pipeline management, and account activity within Salesforce
• Develop and execute joint account plans with reseller partners, distributors, systems integrators, and managed service providers
• Conduct customer-facing meetings, discovery sessions, presentations, and business reviews alongside channel partner sales teams
• Build strong relationships with partner account managers, sales leaders, architects, and practice leaders to drive revenue growth
• Coordinate partner resources and internal teams to deliver a seamless customer experience throughout the sales lifecycle
• Drive partner engagement through account mapping, opportunity planning, pipeline reviews, and executive alignment activities
• Position and sell the company’s full portfolio of solutions, including software, hardware, subscriptions, services, and emerging offerings
• Identify opportunities to expand customer adoption across multiple product lines and solution areas
• Partner with Sales Engineering, Customer Success, Product Management, Marketing, and channel partners to articulate business value and technical differentiation
• Develop expansion strategies that increase customer value, strengthen retention, and drive long-term revenue growth
• Collaborate with networking OEMs, alliance partners, and technology providers to develop pipeline and create joint customer opportunities
• Leverage ecosystem relationships to increase market awareness, influence buying decisions, and improve win rates
• Maintain a strong understanding of enterprise networking architectures, wireless infrastructure, network operations, and connectivity challenges
• Participate in joint field activities, customer meetings, events, and partner engagements with strategic alliance partners

Requirements:

• Bachelor's degree or equivalent professional experience
• 5+ years of enterprise account management, strategic account management, or enterprise technology sales experience
• 3+ years of experience working within a channel sales ecosystem involving resellers, distributors, systems integrators, managed service providers, or strategic partners
• Proven success developing and executing joint account plans with channel partners
• Demonstrated success identifying and executing cross-sell, upsell, and expansion opportunities within enterprise accounts through joint account planning, customer engagement, and sales teaming with channel partner sales teams, distributors, and systems integrators
• Proven ability to manage complex enterprise sales cycles involving multiple stakeholders across customer, partner, and internal organizations
• Consistent history of achieving or exceeding revenue, retention, and growth targets
• Experience utilizing Salesforce or similar CRM platforms
• Strong presentation, communication, negotiation, and executive relationship-building skills
• Ability to travel as required to support customer and partner engagements
• Experience working for a technology vendor, OEM, or software company serving enterprise customers