Distribution Channel Account Manager

Responsibilities

• Responsible for developing and managing strategic relationships with IT distributors and select national accounts to drive revenue growth, market penetration, and sales execution across assigned territories and channels.
• Serve as the primary relationship manager for assigned IT distribution partners and select national accounts.
• Develop and execute annual business plans aligned with company growth objectives and distributor strategic priorities.
• Drive revenue growth through distributor engagement, pipeline development, demand creation programs, and sales execution initiatives.
• Lead quarterly business reviews (QBRs), forecasting activities, business planning sessions, and performance reviews with distributor partners.
• Collaborate closely with distributor sales organizations to identify, develop, and convert new business opportunities.
• Coordinate joint go-to-market initiatives with marketing, field sales, and distributor teams to increase market awareness and customer demand.
• Partner with Territory Sales Managers and regional sales leadership to align distributor activities with field sales priorities.
• Manage distributor sales operations activities including pipeline tracking, forecast management, rebate programs, reporting, and performance measurement.
• Identify and remove barriers to business growth by coordinating activities across product management, marketing, customer service, technical support, finance, and sales operations teams.
• Navigate and influence cross-functional, matrixed organizations to ensure effective execution of strategic initiatives.
• Develop and deliver sales enablement programs, training, and business updates for distributor and internal sales teams.
• Analyze market trends, distributor performance metrics, and sales data to identify growth opportunities and optimize channel strategies.
• Maintain accurate forecasting, reporting, opportunity management, and CRM hygiene consistent with company sales processes.
• Represent the company professionally and ethically in all interactions with distributors, national accounts, customers, and internal stakeholders.

Experience

Skills / Knowledge / Abilities

• IT Distribution Management
• Channel Strategy Development
• Sales Operations
• Strong working knowledge of data center infrastructure, including power, racks, networking, compute, and management platforms.
• Practical understanding of networking fundamentals, virtualization, and IT infrastructure operations.
• Strong understanding of IT distribution business models, programs, and sales motions.
• Strong analytical skills with experience leveraging sales data and performance metrics to guide decision-making.
• Excellent executive-level communication, presentation, and relationship management skills.
• Strong organizational and project management capabilities with the ability to manage multiple priorities simultaneously.
• Ability to operate effectively from a home‑office environment.
• Ability to travel up to 50%.
• Salary and Benefits:
• Legrand North and Central America offer comprehensive health benefits, an industry-leading 401(k) match, paid maternity and parental leave, PTO, holidays, disability coverage, bonus opportunities, paid volunteer time, and access to an active Employee Resource Groups that support women in engineering and underrepresented identities. The culture emphasizes inclusion, flexibility, growth, and meaningful impact in a global organization.
• Compensation Range: $110,000 - $125,000 (OTE); which is comprised of both base plus commission. Compensation is based on location, experience full package and current role within Legrand.

About Legrand

About Legrand North and Central America

About Legrand’s Data Center Power and Control Division