Regional Channel Account Manager at BigCommerce

Austin, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Ecommerce, SaaSIndustries

Requirements

Successful Software or SaaS Sales Professional
6+ years software, ecommerce or SaaS sales experience with a focus on consultative solutions selling in a rapidly growing and fast-paced environment
3+ years experience in a quota based Channel Sales
Experience working in a Recurring Revenue or SaaS organization
Keen understanding of the ecommerce vendor competitive landscape
Bachelor’s degree, ideally in business or similar field preferred
Strong project management skills. Ability to prioritize activities, remain focused on strategic objectives whilst meeting tactical objectives
Driven Achiever - You thrive on challenges and have a proven history of successfully, consistently achieving revenue goals and objectives, within a complex client acquisition driven business, preferably in the mid-market or enterprise space
Action Oriented - You have a passion for getting things done, carry out responsibilities with minimal direction, enjoy working hard
Experience of acquiring, managing and developing partners
Ability to travel domestically or internationally as needed (upwards of 30% travel, 14-16 weeks annually)

Responsibilities

Drive indirect sales revenue by recruiting, onboarding, and managing Global Systems Integrators, Digital Agencies, Venture Capitalist & Private Equity Groups, Digital Transformation Consultants, and Enterprise Performance Marketing Agencies
Partner with Sales to drive lead volume and close deals
Work with Partners to drive joint marketing initiatives through events and other marketing campaigns
Work closely with the BigCommerce Enterprise Sales, Sales Leadership, Product, and Client Success teams (Onboarding and Account Management) to ensure smooth onboarding experiences and servicing processes of acquired merchants using partner integrations via the BigCommerce platform
Deliver compelling capabilities demonstrations of the BigCommerce platform and address high level technical questions, serving as subject matter expert around how eCommerce platforms fit within overall digital commerce ecosystems
Work closely with the Sales and Strategic Business Development teams to project manage and execute on our strategy
Build strategic GTM plans with key agencies to drive net new pipeline
Land and expand key accounts. Find upsell and cross sell opportunities with strategic enterprise agency partners
Train & educate multiple teams within an organization. Ability to deliver powerful presentations
Work with marketing for our account based management strategy for named target accounts

Skills

Key technologies and capabilities for this role

Channel Partner ManagementPartner RecruitmentPartner OnboardingIndirect SalesSales Pipeline ManagementJoint MarketingGo-to-Market StrategyEnterprise SalesAccount ManagementLead GenerationEcommerce Platforms

Questions & Answers

Common questions about this position

What are the main responsibilities of the Regional Channel Account Manager?

The role involves recruiting, onboarding, and managing Systems Integrators, Digital Agencies, and eCommerce consultants focused on enterprise ecommerce, driving indirect sales revenue, partnering with Sales to close deals, and working with various teams for smooth onboarding and GTM strategies.

Is travel required for this position?

Yes, the job may require upwards of 30% travel (14-16 weeks annually) domestically or internationally to meet with clients, which may include overnight stays.

What experience is needed for this role?

Candidates need experience acquiring, managing, and developing partners, along with skills in delivering compelling platform demonstrations, addressing technical questions, project management, building GTM plans, training teams, and powerful presentations.

What is the company culture like at BigCommerce?

BigCommerce empowers people and customers to build, innovate, and grow, with a focus on providing incredible employee experiences, rapid global expansion, and recognition for product and workplace culture.

What makes a strong candidate for this position?

A strong candidate has proven experience acquiring, managing, and developing partners in enterprise ecommerce, excels at driving sales pipelines, joint marketing, technical demonstrations, and cross-functional collaboration, with comfort in up to 30% travel.

BigCommerce

E-commerce platform for online store management

About BigCommerce

BigCommerce offers an e-commerce platform that helps businesses create and manage online stores through a subscription service. It provides tools for website building, order management, payment processing, and marketing, along with an App Marketplace for additional integrations. The platform is flexible and scalable, allowing businesses to grow without switching systems, and supports headless commerce for customized storefronts. BigCommerce aims to deliver a comprehensive solution for businesses of all sizes.

Austin, TexasHeadquarters

2009Year Founded

$213.2MTotal Funding

IPOCompany Stage

Consumer Software, Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

Health Insurance

Paid Vacation

Mental Health Support

Risks

Integration with Yuma.ai raises potential data privacy concerns.

Self-service upgrade tool may cause issues for non-tech-savvy users.

New executive appointments could lead to strategic misalignment with customer expectations.

Differentiation

BigCommerce offers headless commerce, allowing complete control over frontend design.

The platform supports both B2B and B2C e-commerce for over 60,000 brands.

BigCommerce's App Marketplace enhances functionality with third-party apps and integrations.

Upsides

Growing demand for headless commerce boosts BigCommerce's market position.

Partnership with Nuvei enhances global payment solutions for BigCommerce clients.

Expansion in B2B e-commerce creates new opportunities for BigCommerce.

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