Channel Account Manager

Responsibilities

• In this function you will:
• Drive CDW channel sales of Eaton Distributed IT, 3-phase UPS, and datacenter infrastructure solutions
• Engage CDW Power ISA's and Field Sellers to support technical discovery, solution design, power sizing, runtime calculations, and rack/power layout recommendations.
• Create and execute technical-focused marketing initiatives and sales programs that highlight Eaton's advantages in power quality, scalability, monitoring, and datacenter resiliency.
• Analyze market trends and competitive architectures (UPS topologies, lithium-ion battery systems, modular 3-phase solutions, rack designs, intelligent PDU platforms) to enhance Eaton's competitive positioning within the CDW ecosystem.
• Deliver advanced technical training sessions on UPS technologies, power distribution, rack integration, and datacenter design best practices.
• Interpret sales and product adoption data to identify high-growth verticals, gaps in 3-phase UPS penetration, and opportunities to attach racks, PDUs, and monitoring software.
• Manage a technically qualified pipeline in Salesforce.com, ensuring accuracy on power requirements, deployment timelines, and competitive positioning.
• Provide detailed reporting to leadership on sales performance, product mix, technical trends, competitive movements, and datacenter solution attach rates.

Requirements

• Bachelor's degree from an accredited institution
• Minimum 5 years of sales experience
• IT Channel experience
• Possess and maintain a valid and unrestricted driver's license
• Eaton will not consider applicants for employment immigration sponsorship or support for this position. This means that Eaton will not support any CPT, OPT, or STEM OPT plans, F-1 to H-1B, H-1B cap registration, O-1, E-3, TN status, I-485 job portability, etc.
• Bachelor's degree in Engineering, IT, or Technical Business fields.
• 5+ years of experience in IT infrastructure, power systems, datacenter hardware, or technical channel sales.
• CDW experience
• Strong verbal, written, and technical presentation skills.
• Ability to understand and communicate technical concepts such as UPS sizing, single vs. three phase power, rack integration, PDU architecture, and basic datacenter power distribution principles.
• Business professional with the ability to execute good judgment and demonstrate personal integrity
• Self-motivated with strong follow-through in complex, multi-product sales cycles.
• Strong organizational skills with the ability to manage detailed technical quotes and multi-component solutions.
• Position Criteria:
• 50% Travel; ability to travel to CDW offices frequently
• Excellent communication, organizational and interpersonal skills
• Excellent presentation skills and public speaking experience.
• Demonstrated problem-solving ability
• Ability to learn market influences.
• Customer service skills
• Ability to work effectively in team environment and independently.
• Superior knowledge of sales techniques, customers, customer relations and employee development
• Experience in growing sales and market share, channel development and developing employee talent
• The compensation range for this full-time position includes base pay and target sales performance incentive. This position has a target total compensation range of $123,750-$181,500.
• Base salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.
• The application window for this position is anticipat

Additional Information

Eaton's ES AMER NAS division is currently seeking a Channel Account Manager. This is a remote role that can be located anywhere in the United States, with preference for those residing east of the Mississippi.

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