Channel Account Manager

  • Location: Chicago
  • Department: Sales
  • Work Status: Full-time

Overview

At Relativity, we make software to help users organize data, discover the truth, and act on it. Our e-discovery platform is used by more than 13,000 organizations around the world to manage large volumes of data and quickly identify key issues during litigation, internal investigations, and compliance projects.

Here you can own your career in a community of values-driven people who help our customers around the world solve complex data challenges. If this sounds like the place for you, check out the details of this position below.

As a Channel Manager, you will be responsible for initiating, maintaining, and expanding relationships with assigned channel partners. The Channel Manager understands the unique needs and business drivers within their accounts.  They utilize this knowledge to sell our product suite, advocate for their clients within Relativity and overall help them be successful with our products.

Role Responsibilities:

  • Establish productive, professional relationships with key personnel in assigned partner accounts.
  • Meet assigned targets for sales volume and strategic objectives in assigned partner accounts.
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Proactively assess, clarify, and validate partner needs on an ongoing basis.
  • Sell through partner organizations to end users in coordination with partner sales resources.
  • Manage potential channel conflict with other company sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Enable partner’s go-to-market strategy and advocate for partner’s needs internally.
  • Work with customer success, support, and product teams to enable assigned partner accounts to provide unparalleled quality and value to our collective customer base.

Minimum Qualifications

  • BA/BS in Business, Marketing, Communications, or related discipline, or equivalent experience
  • 3+ years of channel sales experience in a complex technology solution-selling B2B sales environment
  • Ability to travel up to 30%

Preferred Qualifications

  • Both SaaS and on-premises selling experience highly preferred
  • Experience managing the sales cycle from business champion to the C-level
  • Excellent presentation and poise
  • Strong and demonstrated written and verbal communication skills
  • Ability to work in a fast paced environment with a minimal amount of supervision
  • Ability to handle multiple tasks at any given time and prioritize accordingly
  • Friendly and honest with an unparalleled level of customer commitment
  • Strong technical competence preferred
  • Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint, and Excel
  • Exceptional relationship-building skills

About Relativity

Relativity has over 160,000 users in 40+ countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and all of the Am Law 200. Relativity's cloud solution, RelativityOne, offers all the functionality of Relativity in a secure and comprehensive SaaS product. Our company has also been named one of Chicago's Top Workplaces by the Chicago Tribune for seven consecutive years. If you’re ready to grow with us, we’d love to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.