A Channel Account Manager manages client accounts within a particular channel such as wholesalers, retailers, or distributors for a company. Develops and maintains communication with company clients, promotes sales and services, and works to resolve problems. Accounts may be for product sales, advertising or marketing services or financial services such as banking.
Senior Account Manager ThermoBond Buildings - 1.6 Brandon, SD Job Details Full-time 3 hours ago Benefits Health savings account Health insurance Dental insurance 401(k) Flexible spending account Vision insurance 401(k) matching Life insurance Qualifications Achieving large sales Competitive pricing Sales revenue Forecasting Customer training Program development Process improvement Sales training Account development Channel development Client relationship development B2B business model Attention to detail Construction industry experience Relationship selling Sales experience within tech Sales management systems proficiency Channel sales Sales strategy Activity sales targets Business development within technology Industrial equipment Corporate sales environment Technical training CRM system proficiency Solution selling approach Channel management Cross-functional communication Full Job Description Job Overview This is a hunter role, not a gatherer. The data center and AI infrastructure market is growing faster than anyone can cover it, and we are looking for someone who creates demand rather than manages an existing book. The Senior Account Manager is responsible for developing and managing sales channels for Thermo Bond Solutions' modular enclosure product line, which serves advanced computing and critical digital infrastructure deployments. The role owns its assigned relationships end to end — development, enablement, opportunity management, quoting, and close — and carries a sales target. Thermo Bond Solutions reaches this market through several routes: national resellers and technology solution providers; systems integrators and EPC contractors; OEM and technology partners who incorporate our enclosures into their own offerings; and direct relationships with operators, developers, and end users deploying compute capacity. This position may be assigned to one or more of these channels, and the assignment may change as the business develops. This position will initially be hands-on, working live opportunities while establishing the account plans, enablement programs, and commercial standards that make the assigned channel repeatable. Over time, the Senior Account Manager will take on additional channels or accounts, contribute to sales process development, and mentor other members of the sales team.
REPORTING AND SCOPE
Reports to: VP of Business Development Assigned channel: Defined at time of hire and subject to change as the business develops. The current priority is the national reseller and technology partner channel.
Product scope:
The Thermo Bond Solutions modular enclosure product line. This position does not cover the Thermo Bond Buildings utility and telecommunications shelter business.
Essential Functions:
Owns the day-to-day relationship with assigned accounts, partners, or channel organizations, including sales leadership, engineering, and contract contacts. Builds and maintains account maps identifying decision makers, technical influencers, and procurement contacts within each assigned organization. Develops and executes an account or channel plan for each assigned relationship, including growth targets, coverage strategy, and key milestones. Carries, forecasts, and reports against an assigned sales target. Manages opportunities from qualification through purchase order, leading customer meetings and coordinating internal resources as needed. When assigned to reseller or technology partner channels, leads partner seller enablement — including product training, competitive positioning, SKU fluency, and quoting mechanics — to expand the number of partner sellers actively positioning Thermo Bond Solutions products. When assigned to integrator, EPC, or OEM channels, develops relationships with engineering and procurement decision makers and positions Thermo Bond Solutions products within partner-designed systems and bid packages. When assigned to direct accounts, identifies and develops operators, developers, and end users deploying compute capacity, and builds relationships with technical and economic buyers. Manages deal registration and supports pricing discipline on assigned opportunities, working with product, estimating, and leadership on quoting and discount treatment. Prepares and presents proposals and quotations in coordination with product, estimating, and leadership. Pricing and commercial terms are approved by leadership before they are issued to a customer or partner. Supports the development and execution of partner agreements, statements of work, nondisclosure agreements, and channel terms in coordination with the President, General Counsel, and contract administration. Identifies, qualifies, and onboards additional resellers, distributors, systems integrators, EPC contractors, and OEM partners, and pursues placement on partner price lists and sourcing vehicles.• Translate product capability — structural performance, security, thermal performance, lead time, and domestic manufacturing — into customer and partner outcomes. Coordinates with engineering, product, and operations teams to resolve technical questions and to route customer requirements into product development. Provides voice-of-market feedback to product, marketing, and executive leadership regarding customer requirements, competitive activity, and pricing. Maintains accurate opportunity, forecast, and activity records in the company CRM. Represents Thermo Bond Solutions at partner sales meetings, industry events, trade associations, and customer sites. Supports the development of sales collateral and pricing tools, contributes to sales process improvement, and mentors less experienced sales staff. Performs other related duties as assigned. Requirements Demonstrated ability to grow revenue through reseller, distributor, VAR, integrator, or OEM channels, or through direct ownership of significant enterprise accounts. Strong commercial judgment, including the ability to hold pricing and margin positions with large partner and customer organizations. Consultative selling skills in long, multi-stakeholder capital sales cycles involving engineering, procurement, legal, and finance. Technical fluency is sufficient to hold credible conversations regarding power distribution, cooling approach, rack and equipment layout, and site constraints, with the judgment to involve engineering resources appropriately. Strong communication and presentation skills, including the ability to lead training sessions for partner or customer sales teams. Ability to operate independently and productively in an early-stage business with evolving products, pricing, and collateral. Organizational skills, attention to detail, and disciplined CRM and forecast hygiene. Ability to work cross-functionally with engineering, production, supply chain, and executive leadership. Proficiency with CRM systems, quoting tools, and standard business software.
TRAVEL, HOURS OF WORK, & SUPERVISION
This position is preferably based at the Thermo Bond facility in Brandon, South Dakota; a remote arrangement within the United States will be considered for a qualified candidate. Normal hours of work are Monday through Friday, 8:00 AM to 5:00 PM, but these hours may be extended as deemed necessary. This position requires travel of approximately 40%, including travel to partner offices, customer sites, industry events, and Thermo Bond manufacturing locations. This position reports to the VP of Business Development.
EDUCATION AND EXPERIENCE
Bachelor's degree in business, Marketing, Engineering, or a related field preferred Five or more years of business-to-business sales or account management experience in technology infrastructure, IT hardware, electrical or mechanical equipment, modular construction, or a related industrial field required Demonstrated ownership of a national reseller, distributor, integrator, or OEM relationship, or of a major direct account, with attributable revenue growth required Experience selling capital equipment or engineered-to-order products with long lead times and multi-stakeholder buying processes required Experience with partner enablement, deal registration, and channel program administration preferred Existing relationships within national technology solution providers, systems integrators, or the advanced computing infrastructure ecosystem preferred Prior mentorship, training, or team leadership experience preferred
PHYSICAL REQUIREMENTS
(including but not limited to): Prolonged periods of sitting at a desk and working on a computer. Must be able to lift up to 25 pounds at times, including sales samples and display materials. Must be able to travel by air and by vehicle on a regular basis. Must be able to access all areas of manufacturing facilities and customer job sites, including active construction environments.
Benefits:
401(k) 401(k) matching Dental insurance Flexible spending account Health insurance Health savings account Life insurance Vision insurance
