Channel Sales Account Manager

Would you like to help enrich the lives of learners around the world? At RM, we’ve been pioneers of education technology since 1973. We provide technology and resources to the education sector, supporting over 20 million students and improving educational outcomes worldwide. What we do helps learners at all stages of their lives, from preschool to higher education and professional qualification; we partner with schools, examination boards, governments, and professional organisations globally to make learning more accessible, more engaging, and more impactful.

RM operates through three divisions: Assessment (digital assessment and marking solutions), Technology (managed services, hardware, and software for schools), and TTS (educational resources). RM Technology has shaped future generations for over fifty years by implementing innovative technology solutions in schools and colleges. Our committed team pioneer, collaborate, and continually push the bar on products and services in the EdTech space.

The Role: We’re beginning to grow our offering outside of direct sale in education both into the wider public sector and sell through partners such as local authorities or bodies which represent large groups of educational establishments. We are looking for an experienced Channel Sales Account Manager to lead our sales effort into some of our existing channel partners. Within this role you will be expected to manage and grow existing accounts.

The key focus for the role will be to retain and grow our high value channel partners to sell through effectively, helping them to target new customers and emerging market opportunities, qualifying leads, cross‑selling, managing sales opportunities (via both bidding and less formal routes), working closely with bid team colleagues and the wider Go to Market team.

Bids and large opportunities require us to describe in detail our proposed solution, plans for the implementation, how service will be managed, and how digital transformation will be achieved. This is against the backdrop of a competitive market. The CSAM plays a key role in helping to bring to life the RM solutions to a customer’s requirement but most importantly is responsible for ultimately winning the deal through a channel partner by providing and driving the commercial steer and proposed pricing alongside the articulation of the win themes that will look to set us apart from the competition within the bid response.

Success involves engaging with the necessary level of contacts within the existing accounts and identifying required levels of opportunities, creating maximum demand for the company’s key propositions, ensuring opportunities are expertly qualified, and converting as many of these opportunities as possible into orders, with the aim of exceeding the annual sales targets.

You will work across a variety of channel partners, bids and campaigns to motivate leaders to want to engage further with RM and use these conversations to uncover and create new sales opportunities. You will help channel partners successfully sell the related RM solution, by building superior joint value, overcoming objections and gaining a financial commitment from the prospect.

The role holder needs the skills and experience to sell through responding to complex and competitive tenders as well as through more informal procurements. To be successful you will need to develop and maintain a knowledge of the market including the key suppliers and your channel partners, including Public Sector bodies, you should engage.

Reporting to Channel Sales leadership, you will bring your Public Sector and Channel experience to the team and help in shaping and delivering the strategy for this exciting opportunity.

Responsibilities:

• Opportunity identification, development and closure
• Identify, pursue and develop new opportunities within your existing partners.
• Where applicable, lead the bid response effort with the support of the bid management team.
• Generate Channel Partner acquisition growth through prospecting, networking, attending events, and leveraging consolidation opportunities.
• Manage the full sales cycle from renewal through to negotiation and close.
• Win significant business growth opportunities, working with the Go‑to‑market team, bid team and the rest of RM as appropriate, positioning RM as a credible organisation to grow the partnership with.
• Take and lead bids through formal governance.