Named Account Manager

Overview

We are seeking a dynamic and results-driven Named Account Manager to join our team. This role is dedicated to one of Mitel’s largest strategic channel partners and is responsible for driving revenue growth, increasing market share, and expanding Mitel’s presence within the partner’s customer base. The Named Account Manager will work closely with the partner’s sales organization to identify, develop, and close competitive displacement opportunities while executing joint account strategies that generate incremental Mitel bookings.

This individual will serve as the primary liaison specifically focused on the end customer base, helping uncover opportunities, influence customer outcomes, and accelerate revenue growth. The position is a customer facing role. This position requires strong collaboration skills, a consultative sales approach, and the ability to navigate complex customer environments while building executive-level relationships across the partner organization and their customers.

The ideal candidate will possess a proven track record of driving direct customer revenue through channel partnerships, personally managing and penetrating strategic accounts, and successfully displacing competitive solutions within enterprise and mid-market organizations.

• Develop and maintain strong relationships with assigned named customers and strategic channel partner sales teams, leadership, and key stakeholders.
• Create and execute joint business plans designed to increase Mitel revenue, bookings, and market share within the partner’s customer base.
• Identify, qualify, and pursue competitive displacement opportunities within the partner’s installed customer accounts.
• Collaborate closely with partner account teams to develop account strategies, opportunity plans, and executive engagement initiatives.
• Drive pipeline development activities, including account mapping, customer targeting, and joint prospecting campaigns.
• Serve as the primary Mitel sales resource supporting the partner organization and its customers.
• Provide business-value analysis, deal strategy, pricing guidance, and proposal support to maximize win rates.
• Conduct customer discovery sessions to identify business challenges, technology initiatives, and communications requirements.
• Deliver customized presentations and demonstrations that align Mitel solutions to customer objectives and competitive replacement opportunities.
• Coordinate internal Mitel resources, including sales engineering, services, product specialists, and leadership teams, to support named customer deal progression.
• Ensure a high level of customer and partner satisfaction through responsiveness, accountability, and consistent value delivery.
• Maintain accurate opportunity management, forecasting, and pipeline reporting within CRM systems.
• Meet or exceed assigned bookings, revenue, and pipeline generation targets.
• Provide regular business reviews to both Mitel and partner leadership teams regarding performance, opportunities, and strategic initiatives.
• Continuously identify new methods to expand and improve competitive win rates.

• Bachelor’s degree preferred; or high school diploma with relevant industry experience.
• 5+ years of consultative technology sales experience, preferably within Unified Communications, Contact Center, Collaboration, or Cloud Communications solutions.
• Proven success working with channel partners, strategic alliances, or indirect sales models.
• Demonstrated experience driving competitive displacement opportunities and replacing incumbent communication platforms.
• Experience managing a $3M+ annual quota or equivalent revenue responsibility.
• Strong understanding of enterprise sales methodologies, account planning, and opportunity management.
• Experience collaborating with partner sales organizations to develop pipeline and drive bookings.
• Knowledge of cloud communications, hybrid environments, virtualization technologies, and data center infrastructure.
• Familiarity with competitive solutions including Ring Central, 8x8, Cisco, Avaya, Zoom, Dialpad, Microsoft Teams, and other communications platforms.
• Strong business planning, territory planning,…