Channel Account Manager

Employment: Full-time employee
Reports to: NA Sales leadership
Location: Remote, Must be based in WI, CA, TX, IL or FL
Office: Madison, Wisconsin
Travel: Approx. 30-50%, including partner visits, events and Madison office visits
Base salary:$80,000–$100,000 per year
Target variable compensation:$40,000–$50,000 per year
On-target earnings:$120,000–$150,000 per year

The role

We are hiring a Channel Account Manager to grow sales through our North American reseller and distribution partners.

The role is shared equally between our two category brands LocknCharge and ForwardPass:

• LocknCharge: Device charging and storage solutions, with a strong focus on K12, Higher Education and Healthcare.
• ForwardPass: Smart locker systems, software and services supporting device management workflows across Education, Workplace and Operations environments.

We need someone who can build relationships across a partner’s organisation, get its sellers actively recommending our products and turn that activity into qualified opportunities and profitable sales.

The CAM will work closely with our Account Executives, distribution partners and Marketing team. The CAM owns partner development and execution; the relevant Account Executive owns the customer opportunity.

Responsibilities

Grow our existing partners

• Develop and execute account plans for priority partners, including CDW, Dell, Insight, SHI, Zones and other relevant resellers.
• Build relationships with partner leadership, category and vendor managers, field sellers, technical specialists and vertical teams.
• Increase the number of partner sellers actively identifying opportunities and positioning our solutions.
• Extend our reach beyond established K12 relationships into Higher Education and relevant commercial teams.
• Identify gaps in coverage and recommend new partners where there is a clear commercial case.

Coordinate reseller and distribution coverage

• Work closely with distribution partners to extend reseller coverage and generate opportunities.
• Coordinate visits, training and follow-up with internal sales teams, distribution and other resources.
• Maintain shared partner plans so activity is connected and opportunities are followed through.
• Work with distribution to improve partner reach, product availability and sales execution.
• Ensure partner activity supports the priorities of both LocknCharge and ForwardPass.

Help partners sell

• Deliver practical training on our products, customer use cases, qualification questions and competitive positioning.
• Help sellers understand when to recommend LocknCharge products and when a ForwardPass workflow is appropriate.
• Work with Marketing on targeted partner campaigns, events and follow-up.
• Keep product listings, partner content, sales tools and relevant programme information accurate and useful.
• Bring customer and partner feedback into Sales, Marketing and Product.

Build pipeline and support execution

• Generate partner-sourced opportunities and connect them with the appropriate internal owner.
• Work alongside account executives and technical resources on customer meetings, discovery, demonstrations and proposals where partner involvement will help progress the deal.
• Track partner activity, pipeline and sales performance in Salesforce.
• Run regular partner reviews covering results, opportunities, obstacles and next actions.
• Ensure introductions and handoffs have a named owner, clear context and an agreed next step.

Protect commercial performance

• Work within approved pricing, discount, deal registration and commission rules.
• Resolve channel conflicts and escalate exceptions through the agreed approval process.
• Assess partner programmes, campaigns and events against their cost and commercial return.
• Focus on profitable growth and measurable results.

Ownership and ways of working

The position is planned around a 50/50 allocation between LocknCharge and ForwardPass, with clear objectives and visibility of results for each business.

The CAM will have one line manager. LocknCharge and ForwardPass sales leaders will jointly agree priorities, targets and the allocation of time through one shared plan.

The CAM owns assigned partner relationships and account plans within the wider channel strategy. Account Executives retain ownership of customer opportunities, including qualification, forecasting, proposals, negotiation and closing. Sales administration supports quotations, deal registration and data maintenance.

Our North American office is in Madison, Wisconsin. Time in the office is encouraged for collaboration, training and team connection.

The role includes approximately monthly video calls with colleagues in Australia. Some calls will require early-morning or evening availability in the US, with timing agreed in advance where possible.

What success looks like

• More partner sellers actively identifying and progressing opportunities.
• Growth in qualified partner-sourced pipeline, sales and gross profit across both businesses.
• Stronger coverage of priority reseller teams and locations.
• Effective coordination with distribution and internal sales resources.
• Better conversion from partner training and campaigns into customer conversations.
• Accurate reporting, clear handoffs and consistent follow-through.
• A worthwhile commercial return from partner investment.

Specific targets will be agreed for LocknCharge and ForwardPass, recognising their different sales cycles and routes to market.

Experience and capabilities

We are looking for someone who has:

• A proven record of growing business through national IT resellers, VARs or distribution partners.
• Experience getting partner sellers actively engaged and progressing opportunities.
• An understanding of K12 and Higher Education purchasing, alongside the ability to develop commercial reseller opportunities.
• The ability to explain technical products through customer problems, workflows and business value.
• Sound judgement around pricing, margin, channel conflict and partner investment.
• Strong account planning, communication and follow-through.
• Confidence using Salesforce to manage partner activity, pipeline and reporting.
• The ability to work independently, travel regularly and collaborate across time zones.

Existing relationships within CDW, Dell, Insight, SHI, Zones or relevant distribution partners would be valuable. Experience with hardware combined with software or services, device lifecycle management, MSPs or enterprise IT workflows would also be useful.

Relevant results and experience is more desirable than a particular degree or fixed number of years in the industry.

Compensation and benefits

The annual base salary range is USD $80,000–$100,000, with target variable compensation of $40,000–$50,000 and on-target earnings of $120,000–$150,000. Variable compensation is subject to the applicable incentive plan.

The actual offer will reflect relevant experience, skills and work location.

Benefits include employer-supported healthcare coverage. Full benefits details will be provided during the recruitment process.

Approved business travel and related expenses are covered in accordance with company policy.

Employment details

• Employing entity: LocknCharge Technologies, LLC
• Employment type: Full-time employee
• US work authorisation and sponsorship: Applicants must be authorised to work in the United States. Visa sponsorship is not available for this role.

About us

LocknCharge provides device charging and storage solutions used extensively in education.ForwardPass brings our smart locker systems, software and services to organisations looking to improve device access, loaning, exchanges and accountability.

Our North American growth plan combines direct sales, reseller relationships and distribution. This role will help turn that coverage into consistent, profitable business.

LocknCharge provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.