Sr. Channel Account Manager

About Ergotron

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health, and happiness.

The Senior Channel Account Manager for CDW Healthcare owns the strategy, growth, and execution of Ergotron with one of our critical reseller partners. This role is responsible for expanding revenue
, deepening executive relationships
, driving solution adoption (hardware + software), and aligning internal teams to win in complex healthcare environments. They act as the single-threaded owner of CDW Healthcare, balancing strategic partnership leadership with day-to-day execution, and serving as the internal voice of CDW and healthcare customers.

Strategic Partner Ownership

• Own the relationship with CDW Healthcare across executive, sales leadership, category management, and field teams
• Develop and execute a joint annual business plan (JBP) with measurable revenue, attach, and solution goals
• Lead QBRs, EBRs, and strategic planning sessions with CDW Healthcare leadership
• Act as the escalation point for critical issues, ensuring fast resolution and long‑term trust

Revenue Growth & Solution Expansion

• Drive net‑new growth and share‑of‑wallet expansion across healthcare segments (IDNs, hospitals, clinics, ambulatory, etc.)
• Increase solution and software attach
  , not just product volume
• Identify whitespace opportunities and emerging healthcare workflows where Ergotron can differentiate
• Partner with field sellers to influence large deals, strategic pursuits, and national programs

Healthcare Vertical Expertise

• Bring strong understanding of healthcare environments, workflows, and buying dynamics (clinical, IT, facilities, procurement)
• Translate healthcare customer needs into clear value propositions and partner‑ready messaging
• Stay current on healthcare trends that impact technology, mobility, infection control, and digital workflow

Internal Leadership & Cross‑Functional Alignment

• Serve as the internal quarterback for CDW Healthcare across:
• Sales & Vertical Teams
• Product Management & Engineering
• Marketing
• Customer Experience / Support
• Provide structured feedback on:
• Product gaps
• Competitive pressure
• Pricing & program effectiveness
• Ensure internal teams understand why CDW Healthcare matters and how to win together

Enablement, Programs & Execution

• Drive partner enablement for CDW Healthcare sellers (training, tools, playbooks, messaging)
• Launch and manage partner programs, promotions, and campaigns aligned to healthcare priorities
• Track performance against plan and adjust tactics quickly

Metrics, Forecast & Accountability

• Own forecast accuracy and pipeline visibility for CDW Healthcare
• Track KPIs including revenue, attach rates, solution mix, and program ROI
• Provide regular executive‑level updates internally

Travel

• Customer visits, industry events and Ergotron team collaboration opportunities, 20‑35%

Qualifications

• 8–12+ years of experience in channel sales, strategic accounts, or partner management
• Proven success managing large, complex reseller relationships (CDW, SHI, Insight, etc.)
• Direct experience selling into or through healthcare verticals
• Strong executive presence and ability to influence without authority
• Track record of driving solution‑based selling
  , not just product transactions
• Experience with enterprise healthcare systems, IDNs, or national healthcare programs
• Background working cross‑functionally with product and marketing teams
• Familiarity with hardware + software ecosystems
• Experience navigating matrixed organizations

Competencies

• Strategic thinking with strong execution discipline
• Relationship builder at executive and field levels
• Data‑driven decision making
• Clear, compelling communicator
• Comfortable with ambiguity and complexity
• experience preferred

Education

• BS/BA degree in Business, Sales or other related field preferred

• Customer‑Centric Innovation
• Built to Last
• Always Improving
• Integrity

• Ergotron is committed to moving you forward with leading benefits and reward programs. Beyond a fast‑paced, innovative work environment, we offer a comprehensive and competitive pay and benefits package, including but not limited to medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP).
• We work hard and we recharge. With five weeks of Paid Time Off (PTO), eleven paid holidays our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.
• We are proud to support our employees and their growing families by offering ten weeks of paid maternity leave, four weeks of paid paternity leave, and three days of paid grandparents leave.
• Both our newest and our most tenured employees are formally recognized. Our career milestones program ensures that our new team members feel welcome and rewards employees at five years, ten years, fifteen years and beyond.