Distribution Channel Account Manager – DCAM
BCM One
full-time
Posted on:
Location Type: Hybrid
Location: Alpharetta • Missouri • New York • United States
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About the role
- Own and execute annual plans for TD Synnex partnership, including revenue targets, segment focus, MDF/SPIF management, and enablement calendars.
- Manage pipeline generation, bookings, and forecast accuracy with rigor and data-driven insights.
- Commercialize BCM One’s UCaaS, CCaaS, SIP/voice, SD-WAN/SASE, DIA/LTE/5G failover, and security portfolio via the TD Synnex distribution channel.
- Lead recruitment, onboarding, and enablement of channel partners and TD Synnex CAM/SE communities.
- Develop and deliver sales tools such as playbooks, battlecards, demos, and competitive analyses.
- Orchestrate campaigns, field events, and co-selling initiatives with Marketing and channel teams.
- Manage operational readiness including SKUs, billing, API/EDI integration, and customer support pathways.
- Track and drive adherence to SLAs, identify improvement opportunities, and manage weekly governance with detailed scorecards.
- Coordinate cross-functional alignment with Product, RevOps, Finance, Legal, and Operations teams to ensure smooth distribution ecosystem functioning.
Requirements
- Minimum 10 years of experience in distribution/channel sales or channel account management.
- Proven success managing and growing multi-product portfolios including UCaaS, CCaaS, Networking, and Security solutions.
- Deep channel economics knowledge, including MDF, SPIFs, rebates, and tier structures.
- Operational expertise with distribution systems and CRM/CPQ tools.
- Strong executive communication skills capable of influencing senior leadership.
- Data-driven mindset with a track record of pipeline, forecast discipline, and forecast accuracy.
- Preferred experience with white-label/wholesale offers (e.g., SkySwitch, CoreDial) and enterprise services (e.g., PureIP, Flowroute).
- Working knowledge of SD-WAN/SASE, DIA, E911/STIR-SHAKEN, and Microsoft Teams/Zoom attach motions.
- Proven ability to build and scale new routes to market in transformation environments.
Benefits
- Competitive industry salaries
- Comprehensive medical, dental, and vision insurance
- Company-provided life and disability insurance
- Matching 401 (k) plan
- Employee Emergency Assistance Fund
- Paid holidays and vacation time
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
UCaaSCCaaSSD-WANSASEDIALTE5GAPI integrationEDI integrationCRM
Soft skills
executive communicationdata-driven mindsetinfluencing senior leadershippipeline managementforecast disciplinecross-functional alignmentoperational readinessrecruitmentonboardingenablement