Identify Your Priorities and Set a Course of Action

Channel account managers need some very specific skills: to manage a pipeline, provide a forecast, meet a quota, execute on a program, and use their leverage to create results. But that’s not enough in today’s market. Today, CAMs need to completely understand their partners’ businesses: how the make money, what their goals are, and how they plan to get there. They need to analyze that information with the vendor’s goals and be able to articulate and execute on a strategy that creates success up and down the supply chain, according to Bixler.

“You might find yourself in front of technical account manager for a partner in the field talking about the product. The next day you’re in front of a CTO or CEO talking about strategizing implications of partnership,” Bixler said. “You have to be able to change your approach, your communications style, your level of detail. Empathy is a big part of the win-win mindset. Put yourself in the partner’s shoes.”

At the same time, it’s important to balance that empathy with your company’s mission too. “You have to know when to be a little tougher. That’s a key tradeoff. If you’ve successfully set your value proposition, they should see the benefit of working together and driving to success. If you’re confident, they see that. Push them and challenge them,” he added.

More Info: entry level comptia a+ jobs

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