Channel Account Manager – Sub-Region in Europe

Channel Account Manager – Sub‑Region in Europe

Location: United Kingdom or Germany (Remote – travel required)

Experience

Required:

5+ years in Channel Account Management | 10+ years in telecommunications, networking, or hardware industry

Reports To: Regional Sales & Operations Director

Poynting is a global leader in high‑performance antenna solutions, serving mission‑critical applications across fixed Wireless Access, emergency services, mining, public transportation, maritime, IoT and other wireless connectivity markets. We deliver connectivity solutions where failure is not an option.

We're seeking an experienced Channel Account Manager to drive growth through a distribution and partner network across Europe.

As a Channel Account Manager
, you will own and grow strategic relationships with our Value‑Added Distributors (VADs), system integrators, and reseller partners across your assigned territory. You'll be responsible for pipeline generation, forecasting accuracy, partner enablement, and driving revenue through the indirect channel. This is a high‑impact, quota‑carrying role requiring strong relationship management, technical aptitude, and the ability to navigate B2B sales cycles involving distributors, system integrators, and end‑customers.

• Own and develop strategic relationships with key distributor and reseller partners across your territory
• Conduct regular meetings with partners to ensure partner health, pipeline, and joint growth opportunities
• Identify underperforming partners and implement corrective action plans
• Recruit and onboard new channel partners to expand market coverage
• Maintain a proactive “sales hunter” mindset, continuously identifying and qualifying new opportunities
• Drive incremental revenue by uncovering upsell and cross‑sell opportunities within existing partners and their customer base
• Collaborate with partners on joint prospecting activities (campaigns, events, outbound initiatives) to generate new business across the territory
• Achieve quarterly and annual revenue targets through channel partners
• Build, manage, and regularly update a healthy pipeline of new opportunities, ensuring accurate forecasting and timely follow‑up
• Track opportunities from partner prospecting through to close, ensuring CRM accuracy
• Ensure partners are educated on Poynting's vertical markets
• Deliver product training, sales enablement, and technical support to distributor sales teams
• Ensure usage of sales collateral, case studies, sales tools, and competitive positioning materials
• Coordinate with marketing to execute co‑marketing campaigns and lead generation activities
• Identify high‑potential verticals and applications within your territory
• Monitor competitor activity and provide market intelligence to product and marketing teams
• Support partners in opportunity qualification, solution design, and proposal development
• Engage with end‑customers alongside partners when strategic deals require direct involvement
• Partner with Product Management to communicate partner and customer feedback
• Coordinate with Supply Chain to ensure product availability and delivery commitments
• Work with Marketing to develop vertical‑specific campaigns and demand generation programs
• Collaborate with technical support to resolve partner and customer issues

• 5+ years in Channel Account Management, Partner Sales, or Indirect Sales roles
• 10+ years in the telecommunications, networking hardware, antenna, wireless, or IoT industry
• Proven track record of managing distributor and reseller partnerships with consistent quota attainment
• Experience selling technical products through multi‑tier distribution channels (manufacturer → distributor → system integrator → end‑customer)
• Demonstrated success in B2B sales cycles ranging from €10 K‑€500 K+ deal sizes
• Deep understanding of Value‑Added Distribution (VAD) business models
• Familiarity with networking hardware and associated solutions (routers, modems, antennas, IoT gateways)
• Knowledge of vertical markets such as emergency services, mining, public transportation, maritime, and other connectivity applications
• Understanding of 4G/5G cellular…