Channel Account Manager
Platts, a division of The McGraw-Hill Companies, is a leading global provider of energy and metals information. With nearly a century of business experience, Platts serves customers across more than 150 countries. From 14 offices worldwide, we serve the oil, natural gas, electricity, nuclear power, coal, petrochemical and metals markets. Our real time news, pricing, analytical services, and conferences help markets operate with transparency and efficiency. Traders, risk managers, analysts, and industry leaders depend upon Platts to help them make better trading and investment decisions.
The Channel Account Manager is responsible for ensuring each of the Platts partners to which he/she is assigned has the best Platts experience. In addition to being the stewards of the partner relationships within their given territory, each Channel Account Manager will also be responsible for coordinating regional cross-company sales and marketing activities, sales enablement, product training/education and sales leadership and executive meetings.
Ultimately, the Channel Account Manager is responsible for driving net-new incremental sales with our distribution partners through the effective deployment of regional and partner-specific sales and marketing plans which align and leverage key Platts resources with the set of partners assigned.
The role of Channel Account Manager includes ensuring the marketing, promotion, demand-generation, sales and/or referrals of Platts’ products to their end-user customers through their respective sales organizations thereby resulting in net-new sales of Platts products either directly through the partner of through referrals to Platts.
The Channel Account Manager is responsible for prospecting, recruiting and on-boarding new partners to distribute Platts products. The Channel Account Manager will be responsible for generating and deploying a regional channel management plan that ensures Platts’ is maximizing the commercial relationships with each of its key selling partners in the territory. Driving net-new incremental sales through the alignment of key partner sales resources and Platts sales resources in the territory.
In addition, this role will be responsible for identifying, prospecting, recruiting and on-boarding new partners to refer or distribute Platts products through the effective deployment of the regional channel management plan.
Responsibilities also include alignment of key Platts resources with the partner including Sales Reps, Sales Leadership, Marketing, Finance, Support and Executives. Developing Go-to-Market plans for each of the partners in their territory and ensuring the efficient execution of those plans and utilization of local and global Platts resources.
The Channel Account Manager will be the primary point of contact for each partner within the given territory and will be responsible for escalation of partner related issues and will be the primary point of contact for such issues as sales conflict within the territory.
- Extensive experience in a regional or global indirect channel sales and/or channel management role with successful demonstration of ability to meet and/or exceed targets in a sell-through environment.
- Excellent written, verbal and presentation skills as well as ability to articulate complex product information to sophisticated sales teams, prospects and/or customers both in person and via phone.
- Ability to interact at a senior level with key executives both at Platts and the partner organizations.
- Ability to sense and manage channel conflict in a manner conducive to fostering strong relationships
- Strong organizational and time management skills coupled with the ability to embrace change.
- Pipeline management skills in the CRM environment required.
- Commodities and energy industry knowledge a plus.
- Ability to travel, 50%+ within the territory.
- College degree preferred
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