At a Glance
- Tasks: Lead strategic channel accounts, drive growth, and cultivate trusted relationships.
- Company: Join a dynamic team at Nasstar ICC, a leader in managed services.
- Benefits: Enjoy remote work flexibility and opportunities for professional development.
- Other info: Collaborative culture with a focus on high-performance and accountability.
- Why this job: Make a significant impact by managing top revenue-generating partner relationships.
- Qualifications: Proven experience in account management and strong leadership skills required.
Lead the Strategic Channel Account Management function for Nasstar ICC, focused on the top 10-15 channel accounts that represent the largest revenue-generating partner relationships. The role is accountable for cultivating senior, trusted relationships across strategic wholesale/channel partners, protecting key recurring revenue, expanding the existing footprint and identifying new channel partner opportunities that fit Nasstar’s commercial and portfolio strategy. The role will set the relationship cadence, growth plans and renewal discipline for strategic channel accounts, ensuring Nasstar remains visible, valued and easy to engage with across the channel community.
Key Responsibilities
- Strategic account leadership: Own the operating rhythm for the top channel accounts, ensuring every strategic partner has a clear account plan, executive sponsor map and measurable growth agenda. Prioritise account activity based on revenue, renewal exposure, relationship strength, partner potential and strategic fit.
- Renewals, retention and growth: Ensure key renewals are governed early, with commercial, contractual and service risks clearly understood and actively managed. Lead the team to identify cross-sell and upsell opportunities across Secure Networks, connectivity, voice, managed services, SD-WAN, SASE and relevant wider Nasstar capabilities.
- Channel relationship engagement: Create and deploy suitable relationship tactics for strategic partners, including executive briefings, quarterly business reviews, joint planning sessions, dinners/events and partner enablement activity. Improve relationship trust by ensuring Nasstar’s engagement is coordinated, credible and commercially useful to the partner community.
- Team leadership and performance: Lead, coach and hold account managers accountable for activity quality, account plans, forecast accuracy, renewal management and growth outcomes. Build a high-performance, collaborative team culture with clear expectations, regular cadence and visible accountability.
- Cross-functional execution: Work closely with Product, Pre-Sales, Bid Management, Sales Operations, Marketing, Service Delivery and vendor teams to turn strategic account intent into well-executed opportunities. Represent strategic channel priorities in internal planning, escalation and executive forums.
Skills, Knowledge and Expertise
- Proven account management experience in managed services, secure networking, connectivity, voice, SD-WAN, SASE or adjacent technology services.
- Evidence of managing renewals, commercial negotiations and multi-stakeholder customer relationships.
- Understanding of channel, wholesale or partner-led sales models, including the difference between partner and end-customer engagement.
- Strong commercial acumen, disciplined CRM usage and clear forecast/reporting hygiene.
- Excellent communication, presentation and stakeholder management skills.
- Able to build trust, manage conflict constructively and create structured relationship plans.
- Customer-focused mindset balanced with margin, risk and contractual discipline.
- Strong leadership capability, able to set direction, coach account managers and drive consistent behaviours.
- Experience managing strategic, high-revenue accounts or partner relationships.
Head of Strategic Channel Account Management employer: Nasstar
At Nasstar, we pride ourselves on being an exceptional employer, offering a dynamic and supportive work culture that fosters professional growth and innovation. As a Practice Director in the Microsoft Cloud & AI Platforms team, you will enjoy flexible working arrangements, a competitive salary, and access to top-tier technology, all while leading a high-performing team dedicated to delivering excellence in cloud solutions. Our commitment to employee development and well-being ensures that you can thrive in your career while making a meaningful impact in the tech industry.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Strategic Channel Account Management
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Head of Strategic Channel Account Management at Nasstar, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Nasstar. Tailor your message to explain why you’re drawn to them and how you can contribute as a Head of Strategic Channel Account Management. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Head of Strategic Channel Account Management
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Nasstar:When writing your cover letter, make sure to tailor your message specifically for Nasstar. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Nasstar
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Nasstar that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Nasstar that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Nasstar’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
