EMEA Channel Account Manager

Overview of Role

Advanced Navigation is making a significant investment in scaling its global go-to-market strategy through a robust partner program. We're looking for a highly motivated Channel Account Manager in the EMEA region whose primary mission will be to quarterback and drive the successful closure of partner-sourced deals.

You'll be the internal champion for our channel partners, ensuring their opportunities progress efficiently through our internal processes and ultimately become closed-won business. While deal closure is paramount, you'll also be instrumental in managing and strengthening existing partner relationships and providing comprehensive support to partners across the region. A core responsibility of this role is to champion the end customer's experience, ensuring they receive a top-tier experience working with both Advanced Navigation as the OEM and our partners as the regional representatives of our brand.

What you'll do

• Driving Reseller-Sourced Deals & Revenue
• • In conjunction with the regional Head of Sales, you will be responsible for EMEA reseller bookings and revenue targets
  • Act as the internal "quarterback" and champion for  all deals generated by EMEA resellers. You will be responsible for helping our resellers close these deals.
  • Facilitate these deals' progression by coordinating with AdNav's Revenue Operations, Solutions Engineering, Support, and other relevant teams to ensure efficient handling of reseller-sourced deals.
  • Oversee the internal review and vetting process for reseller-generated deals, collaborating with in-house subject matter experts as needed to sign off on technical fit and sales feasibility.
  • Coordinate operational support for resellers, such as facilitating demo units and quarterbacking RFIs/RFPs.
• Ensuring Superior End-Customer Experience:
• • Collaborate closely with partners to ensure their sales and post-sales processes align with Advanced Navigation's high standards for customer satisfaction.
  • Monitor partner-led customer feedback and proactively address any issues to maintain a consistent, positive brand experience.
  • Equip partners with the necessary resources and training to provide exceptional support and service to end customers, reinforcing Advanced Navigation's commitment to quality from solution delivery through ongoing support.
• Partner Relationship Management & Enablement
• • Serve as the primary point of contact and relationship manager for all AdNav resellers, both commercial and defence, within the EMEA region.
  • Support setup and enablement of in-region sales agents in coordination with the EMEA head of sales and associated Account Executives.
  • Ensure all partners are fully enabled by providing access to and monitoring their progress and compliance with our partner enablement programs. This will include the technical and sales training, systems access and protocols, and marketing materials provided by the global partner program.
  • Coordinate and facilitate marketing and conference support for partners in the region, as required.
  • Organise and conduct regular pipeline review meetings with your resellers and regional Heads of Sales and Account Executives. 
• Program Execution & Regional Insight:
• • Utilise AdNav's internal systems to facilitate management of the regional partner pipeline and forecasting, tracking of partner activity levels, and monitoring key performance metrics. metrics.
  • Monitor and support the team with adhering to established rules of engagement and collaboration protocols between partners and AdNav's core sales team.
  • Contribute to understanding regional market dynamics and identifying aggregation points or ideal partner profiles specific to EMEA.

Qualifications & Experience

• 3+ years experience within the APNT or related technology sector, with a strong understanding of the market dynamics, key players, and trends.
• 8+ years of experience in business development, channel sales, sales operations, or account management within a B2B technology environment.
• Specific experience in the EMEA market required – knowledge of operating in diverse European markets (e.g., DACH, Nordics, Benelux, UK&I, France, Southern Europe) and understanding regional business customs is highly beneficial.
• Experience in managing complex deal cycles and coordinating cross-functional teams.
• Demonstrated history of account development and quota attainment.
• Excellent communication, negotiation, and interpersonal skills.
• Self-starter and creative: you will be the first person in this new role in EMEA, and you are encouraged to propose solutions and workflows that you believe will enhance the productivity and effectiveness of the role.
• Domain experience in Mining, Industrial Automation, Defence, Surveying, Autonomous vehicles/robotics and Maritime/subsea markets is highly beneficial
• Strong understanding of Salesforce or similar CRM systems for pipeline management, account tracking, and reporting.