Channel Account Manager

Job Description Apply now Channel Account Manager Job Location: Charlotte Department: Public Car Charging Work Model: Remote Full-Time/Part-Time: Full Time Contract Type: Permanent Job Req ID: 1816 Take your next career step at ABB E-Mobility with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future. We are seeking a Channel Account Manager for ABB E-mobility's North American organization. You will sit at the center of how we compete and grow; shaping go-to-market execution, supporting complex deals, and driving profitable growth through our channel partner ecosystem. You will be a true strategic business partner with real influence, working hand-in-hand with cross-functional teams (commercial, product, service, finance, senior leadership) to combine EV industry expertise with commercial acumen. You will drive process efficiency, reduce partner conflicts, improve margins, and deliver results. If you can operate strategically while rolling up your sleeves when it matter, this role is built for you. Location: Hybrid (Charlotte, NC) or Remote In this role, your main responsibilities will be: Lead the development and execution of channel account strategies that align with business goals and customer needs. This includes identifying new opportunities, managing partner conflicts, and setting ambitious sales targets across your distributor and VAR network Own the commercial performance of your channel by optimizing pricing strategy, managing deal structures, and leveraging data analytics to improve forecasting, profitability, and margin realization across partners Streamline and optimize sales operations processes including quoting, PO processing, RFP management, and project coordination. You will eliminate bottlenecks and ensure structured follow-up on enablement and key milestones Track competitor activity, analyze market pricing trends, and provide strategic input on positioning and pricing decisions thus ensuring ABB's channel strategy stays competitive and captures market opportunities Lead technical and commercial support for RFPs, RFIs, RFQs, and tenders. You will work cross-functionally to ensure ABB wins complex deals while maintaining channel partner relationships and deal profitability To make this work, we need a seasoned Channel Sales Expert with: 10 + years in channel sales, account management, or business development in complex B2B environments with a proven track record of driving profitable growth through distributors, VARs, and channel partners Advanced expertise in managing quoting, sales operations, and PO processes with strong experience in configurable products and complex B2B tenders, including deal pricing, discount structures, and value-based approaches Proven ability to develop and execute strategic account plans with advanced analytical and problem-solving skills; you have successfully interpreted data to make sound commercial decisions and balance growth, competitiveness, and profitability Strong understanding of electrical distribution and channel dynamics with solid grasp of price, volume, and margin mechanics. As a credible influencer, you must be capable of engaging senior stakeholders and resolving complex commercial negotiations Proficient with CRM platforms like Salesforce and partner-driven sales models; experienced with CPQ tools, quotation systems, and RFP analytics tools; you leverage data to drive forecasting, profitability, and performance improvements Bachelor's degree in Business, Engineering, Project Management, or related field; background in EV charging, power systems, or industrial technology highly preferred. What’s in it for you Work alongside top specialists in a diverse, global environment with strong strategic direction and market focus. Be part of shaping the future of one of the leading EV charging portfolios in the market. You’ll have the opportunity to make a real impact, with accountability to drive outcomes and enable a more sustainable, efficient mobility future. We are committed to diversity, inclusion, and equal opportunity — and believe our differences make us stronger. About ABB E-mobility ABB E-mobility is a global leader in EV charging technology and a partner of choice for the world’s leading electric vehicle OEMs and charging network operators. With a strong R&D pipeline and a comprehensive portfolio of solutions — from grid to charge point — we are actively shaping the future of e-mobility. Apply now Information at a Glance ABB ABB E-mobility is a world leader in EV charging technology and a partner of choice for the world’s biggest electric vehicle OEMs and nationwide EV charging network operators. With a strong R&D pipeline, our robust product portfolio of innovative holistic solutions – from grid to charge point and domestic installations to large fleet depots – means we are actively enabling the future of e-mobility, not just predicting it.