Channel Partner Account Manager

Accountabilities:: Develop and maintain commercially productive relationships with assigned channel partners, consultants, service providers, and other approved commercial partners across global markets. Evaluate partner business models, customer reach, product expertise, commercial responsibilities, and key stakeholders to support effective partner segmentation and relationship management. Establish and manage joint business plans outlining shared priorities, target customer segments, growth opportunities, engagement activities, and performance objectives. Identify, recruit, qualify, and activate potential channel partners in collaboration with regional directors and market leads, coordinating onboarding, internal approvals, and partner development activities. Identify, qualify, and coordinate partner-sourced and partner-influenced business opportunities, ensuring clear customer ownership, responsibilities, commercial handoffs, and follow-up actions. Drive partner-led business development and contribute to pipeline and revenue objectives by supporting joint selling activities and cross-regional commercial opportunities. Coordinate partner training, product education, sales resources, and joint marketing initiatives in collaboration with sales enablement, marketing, product, and client solutions teams. Ensure partners accurately represent products, services, and technical capabilities while adapting enablement activities to regional market requirements. Collaborate with customer account management teams and service providers to identify opportunities related to building performance, existing buildings, and long-term customer portfolio development. Monitor partner engagement, opportunity conversion, pipeline activity, and commercial contributions using CRM systems and performance dashboards. Maintain accurate partner records, joint business plans, and reporting processes while ensuring appropriate attribution of partner-sourced and partner-influenced revenue. Conduct regular partner reviews, assess portfolio performance, identify engagement gaps, and recommend initiatives to improve partner effectiveness and commercial growth. Work closely with regional directors, market leads, finance, legal, marketing, product, and other internal stakeholders to coordinate partner activities and commercial arrangements. Ensure partner engagement follows approved organizational policies, contractual agreements, information-sharing requirements, and global commercial processes. Identify and escalate channel conflicts, customer ownership disputes, contractual concerns, underperformance, and requests for exceptions or changes to commercial arrangements. Requirements: Bachelor's degree in Business Administration, Marketing, International Business, Communications, Sustainability, or a related discipline required. Advanced degree in Business Administration, International Business, Marketing, or a related field preferred. At least 5 years of professional experience in B2B account management, business development, channel sales, or strategic alliances, including a minimum of 3 years directly managing channel partners, consultants, service providers, or other commercial relationships. Proven experience developing joint business plans, recruiting and activating partners, coordinating joint commercial opportunities, and implementing partner enablement initiatives. Demonstrated ability to evaluate partner business models, develop commercial strategies, and maintain strong relationships with senior-level and operational stakeholders. Experience coordinating joint selling activities, lead handoffs, customer engagement rules, and commercial opportunities across multiple teams. Previous experience managing channel partner portfolios across different regions, countries, markets, or business units. Strong commercial judgment, negotiation, consultative selling, and conflict-resolution skills, with the ability to manage complex stakeholder relationships. Proficiency in Salesforce or a comparable CRM platform, including partner account management, opportunity tracking, pipeline reporting, and commercial activity documentation. Experience using CRM dashboards, reports, and performance data to monitor partner engagement, conversion rates, and business contributions. Proficiency in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint. Familiarity with Partner Relationship Management (PRM) systems, partner portals, or other channel management tools is an advantage. Excellent written and verbal communication skills, with the ability to collaborate effectively across cultures, geographic regions, and international time zones. Strong analytical, organizational, and time-management skills, with the ability to manage multiple partner relationships and commercial priorities simultaneously. Ability to influence cross-functional stakeholders and coordinate projects without direct people-management authority. Experience working with sustainability consultants, real estate service providers, building operators, certification organizations, or comparable advisory and implementation networks is preferred. Knowledge of sustainability, green building, or environmental certification frameworks is an advantage. LEED Green Associate or LEED AP credentials are preferred. Additional professional certifications in channel sales, strategic account management, business development, or Salesforce are considered an asset. A genuine interest in sustainability and the advancement of environmental performance in the built environment. Benefits: Annual salary: $105,000–$125,000 USD, depending on experience, qualifications, internal equity, and employment status. Final compensation will be confirmed at the offer stage. Fully remote working arrangement within the United States. Competitive compensation package. 401(k) retirement plan with employer matching contributions. Professional development reimbursement to support ongoing learning and career growth. Comprehensive healthcare coverage through Cigna, including: Medical, dental, and vision insurance. Prescription drug coverage. 100% employer-paid insurance premiums. Employer-funded Health Reimbursement Arrangement (HRA) to help cover eligible in-network medical expenses after the initial deductible. Initial medical deductible of $300 for individuals and $600 for families. Generous paid time off, including: 12 paid holidays annually. 9 paid personal sick days. 2 to 3 weeks of paid vacation, depending on career level. Full organizational closure for one week between Christmas and New Year's. Additional 6 weeks of paid renewal leave after 7 years of continuous service. Standard working schedule from Monday to Friday, 9:00 AM to 5:30 PM, based on the employee's local time zone. Flexibility to collaborate with international partners and teams across different time zones. Opportunities for domestic and international travel for partner meetings, regional collaboration, and industry events. Access to a purpose-driven, inclusive, and collaborative working environment. Opportunities to develop international partnerships and contribute to meaningful global sustainability initiatives.