Legrand has an exciting opportunity for a Distribution Channel Account Manager to join the Data Power and Control Team. This is a remote position.
The Distribution Channel Account Manager is responsible for developing and executing go-to-market strategies with TD SYNNEX and select national accounts. This role drives revenue growth through distributor engagement, sales operations excellence, joint business planning, pipeline development, and cross-functional collaboration across the organization.
The successful candidate will bring experience working within IT distribution and channel environments, strong business and sales operational acumen, and the ability to effectively navigate complex matrixed organizations. This individual must be capable of building relationships across distributor leadership, field sales teams, marketing organizations, product management, and internal stakeholders to drive business results and accelerate market adoption of Data Center Management, Energy and Power Management, and Access Management solutions.
Responsible for developing and managing strategic relationships with IT distributors and select national accounts to drive revenue growth, market penetration, and sales execution across assigned territories and channels.
Serve as the primary relationship manager for assigned IT distribution partners and select national accounts.
Develop and execute annual business plans aligned with company growth objectives and distributor strategic priorities.
Drive revenue growth through distributor engagement, pipeline development, demand creation programs, and sales execution initiatives.
Lead quarterly business reviews (QBRs), forecasting activities, business planning sessions, and performance reviews with distributor partners.
Collaborate closely with distributor sales organizations to identify, develop, and convert new business opportunities.
Coordinate joint go-to-market initiatives with marketing, field sales, and distributor teams to increase market awareness and customer demand.
Partner with Territory Sales Managers and regional sales leadership to align distributor activities with field sales priorities.
Manage distributor sales operations activities including pipeline tracking, forecast management, rebate programs, reporting, and performance measurement.
Identify and remove barriers to business growth by coordinating activities across product management, marketing, customer service, technical support, finance, and sales operations teams.
Navigate and influence cross-functional, matrixed organizations to ensure effective execution of strategic initiatives.
Develop and deliver sales enablement programs, training, and business updates for distributor and internal sales teams.
Analyze market trends, distributor performance metrics, and sales data to identify growth opportunities and optimize channel strategies.
Maintain accurate forecasting, reporting, opportunity management, and CRM hygiene consistent with company sales processes.
Represent the company professionally and ethically in all interactions with distributors, national accounts, customers, and internal stakeholders.
Experience:
Typically requires 2-4 years of related sales, channel management, distribution management, or business development experience.
Proven experience working with major IT distributors and national reseller organizations.
Experience developing and executing business plans, sales programs, and growth strategies within distribution and partner channels.
Strong background in sales operations, forecasting, pipeline management, and revenue planning.
Demonstrated success managing complex, multi-stakeholder business relationships.
Experience working effectively within highly matrixed organizations.
Experience collaborating across sales, marketing, product management, customer support, and operations functions.
Previous experience in data center infrastructure, networking, power, or related technology markets preferred.
Skills / Knowledge / Abilities:
IT Distribution Management
Channel Strategy Development
Sales Operations
Strong working knowledge of data center infrastructure, including power, racks, networking, compute, and management platforms.
Practical understanding of networking fundamentals, virtualization, and IT infrastructure operations.
Strong understanding of IT distribution business models, programs, and sales motions.
Strong analytical skills with experience leveraging sales data and performance metrics to guide decision-making.
Excellent executive-level communication, presentation, and relationship management skills.
Strong organizational and project management capabilities with the ability to manage multiple priorities simultaneously.
Ability to operate effectively from a homeoffice environment.
Ability to travel up to 50%.
Salary and Benefits:
Legrand North and Central America offer comprehensive health benefits, an industry-leading 401(k) match, paid maternity and parental leave, PTO, holidays, disability coverage, bonus opportunities, paid volunteer time, and access to an active Employee Resource Groups that support women in engineering and underrepresented identities.
Compensation Range:
$110,000 - $125,000 (OTE); which is comprised of both base plus commission. Compensation is based on location, experience full package and current role within Legrand.
Legrand is the global specialist in electrical and digital building infrastructures. Its comprehensive offering of solutions for residential, commercial, and datacenter markets makes it a benchmark for customers worldwide.
Trusted by the world's largest hyperscalers, Legrand's Power & Thermal Management division helps operators manage the critical infrastructure that powers modern data centers. Through a portfolio of best-in-class brands spanning power, cooling, connectivity, management, and supporting infrastructure, we enable customers to deploy, operate, and scale high-density environments. Combining deep domain expertise with a customizable design approach and dedicated support services, we help customers build and operate resilient infrastructure that meets current performance requirements while adapting to future demands. Power & Thermal Management industry-leading brands include Approved Networks, Raritan, Server Technology, Starline, Ortronics, Kratos Industries, and ZPE Systems.
Legrand, North & Central America offers comprehensive medical, dental, and vision coverage, as well as distinctive benefits like a high employer 401K match, paid time off (PTO) and holiday pay, short-term and long-term disability benefit plans, above-benchmark paid maternity and parental leave, bonus opportunities in accordance with the Company's incentive plans, paid time off to volunteer, and an active/growing Employee Resource Group network. For more information, visit legrand.us.
