Channel Account Manager – Sub-Region in Europe
Company: Poynting Antennas
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
About Poynting
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.
The Role
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.
Key Responsibilities
Partner Relationship Management:
* 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
Revenue & New Business:
* 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.
Pipeline Accountability:
* Achieve quarterly and annual revenue targets through channel partners
* Maintain accurate sales forecasts
* 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
Partner Enablement & Training:
* 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
Sales Strategy & Market Intelligence:
* 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
Cross-Functional Collaboration:
* 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
Required Qualifications
Experience:
* 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 €10K-€500K+ deal sizes
Industry Knowledge:
* 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 technologies, Wi-Fi, LPWAN, or RF connectivity solutions
Skills & Competencies:
* Relationship Builder: Ability to establish trust and influence partner behavior without direct authority
* Strategic Thinking: Identify growth opportunities, prioritize accounts, and allocate resources effectively
* Consultative Selling: Understand customer pain points and position solutions that drive business outcomes
* Forecasting & Analytics: Strong pipeline management discipline and data-driven decision-making
* Communication: Excellent written and verbal communication in English (additional European languages a plus)
* Technical Aptitude: Ability to understand and articulate antenna specifications, RF performance, and application requirements (not required to be an RF engineer, but must learn quickly)
Behavioral Traits:
* Self-motivated and autonomous—comfortable working remotely with minimal supervision
* Results-oriented with a strong sense of ownership and accountability
* Comfortable with ambiguity and able to navigate complex partner ecosystems
* Resilient and adaptable—able to handle rejection and pipeline validity.
Preferred Qualifications
* Experience with CRM platforms and sales forecasting tools
* Established network of contacts in European distribution channels (networking hardware, cellular, IoT, or antenna markets)
* Track record of launching new products or entering new markets through channel partners
* Multilingual (German, Swedish, Norwegian, or other European languages)
What We Offer
* Competitive base salary + performance bonus
* Remote work with flexible schedule (travel required: 30-40% of time)
* Innovative products: Work with cutting-edge antenna technology trusted by leading global brands
* Collaborative culture: Direct access to leadership, product teams, and marketing
Travel Requirements
* 30-40% travel across assigned European territory
* Regular visits to distributor offices, partner events, trade shows, and key customer sites
* Occasional travel to Poynting headquarters or other regional offices
Why Join Poynting?
* Market Leadership: Work with industry-leading antenna technology trusted by Boliden, Fortinet partners, and municipal operators across Europe
* High-Impact Role: Own your territory, shape strategy, and directly influence company growth
* Mission-Critical Applications: Your work enables first responders to save lives, miners to operate safely, and remote communities to stay connected. And that’s just part of it!
* Collaborative Team: Work alongside experienced sales professionals, technical experts, and a supportive leadership team