Channel Account Manager

Description

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health, and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel, fuel, and enjoy a new sense of energy in healthcare and workspace settings.

Through its 40 plus-year history, Ergotron has led the industry with innovative, professional-grade products and customer-obsessed service. The company has earned more than 200 patents and established a growing portfolio of award-winning brands including Work Fit® and Care Fit™, and patented Constant Force™ and Li Fe Kinnex ™ technologies. Ergotron is headquartered in St. Paul, Minnesota, with a presence in North America, Europe, and Asia Pacific.

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The 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 a 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.

• 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
• Coordinate QBRs, EBRs, and strategic planning sessions with CDW Healthcare leadership

• 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

• 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

• 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

• 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

• 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

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

• 7-10 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

• Strategic thinking with strong…