Evolving The Channel Account Manager Role

Channel account managers are responsible for executing the channel sales leader’s operating plan — if they fail to perform, the entire channel sales organization will be negatively impacted. Unfortunately, the channel account manager role has been slow to evolve in most organizations, putting performance at risk. In this report, we explain why it is critical for the channel account manager role to evolve and provide a five-step process that channel sales leaders can use to begin rebuilding the channel organization for peak performance.