Channel Account Managers (CAMs), or Partner Account Managers (PAMs) as they are sometimes called, have a challenging job. To be effective, they must navigate between the demands of their job as a vendor employee while gaining credibility as a “trusted advisor” to their assigned channel partners. They must achieve quotas while depending on a third party (their channel partners) to execute agreed-upon strategies to achieve these revenue goals. Furthermore, these CAMs must adapt to evolving technologies, major changes in the channels of distribution, and partners who are constantly changing.
This eBook explores the role of the CAM and documents best practices related to the CAM’s job and responsibilities.
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