Glynn Capital
Glynn Capital

Distribution Channel Account Manager, London - Workvivo



Sales & Business Development, Operations
London, UK
Posted on Thursday, October 26, 2023

Workvivo is a digital experience platform that brings workplace culture to life and empowers employees to be heard and feel included, no matter where they work. We are committed to our customers, obsessed with improving employees’ working lives, and driven by results. From automotive, technology, manufacturing, logistics, finance, and everything in between, we roll out the Workvivo platform to diverse organizations across the globe to enhance their employee experience.

Workvivo is part of Zoom, an all-in-one intelligent collaboration platform that makes connecting easier, more immersive, and more dynamic for businesses and individuals. Zoom technology puts people at the center, enabling meaningful connections, facilitating modern collaboration, and driving human innovation.

Our Partner Focus

As part of the ongoing global expansion of Workvivo, we are looking for a first Channel Account Manager focussed on reselling and distribution. Workvivo’s Partnerships team is a main pillar of deals sourced and influenced and continues to grow globally, creating an exciting channel-focussed approach for our team and a unique opportunity to build a successful reseller and distribution channel.

Given the acquisition by Zoom, Workvivo now has access to a large set of distributors and resellers who sell other Zoom products. This role will focus on catching the attention of those resellers and distributors, enabling them to sell Workvivo and enabling Workvivo sellers to co-sell with the channel.

This is an exciting opportunity to create a scalable channel motion within Workvivo and requires a go-getter personality to create and implement our distribution motion.

Responsibilities & Expectations

  • Build and execute the Workvivo resell & distribution strategy

  • Build the infrastructure required to resell Workvivo within the Zoom ecosystem

  • Align senior leadership on goals and needs to be successful with reselling

  • Build strong relationships with Resellers, Zoom Channel Managers and Workvivo sales

  • Create excitement about Workvivo with Zoom resellers by running discovery sessions, webinars and 1-1 outreach

  • Build out and deliver enablement and accreditation courses in collaboration with our enablement teams

  • Prioritize the right resellers and distributors to accelerate success in form of revenue

  • Create scale through co-marketing with partners

Skill Set Needed

  • Affinity to and experience with distribution and resell partners and sales motions in a SAAS environment (5 years min)

  • Sales-focussed mindset. Experience with driving revenue and hitting revenue-focussed targets

  • Experience with complex organizational structures and its dynamics, including channel sales. executing Success plans, reporting and managing complex resell scenarios

  • Experience of developing and monitoring business and marketing plans

  • Ability to motivate partner resources

  • Good relationship management and ability to address conflicts. Ability to establish trust quickly with prospective channel partners, senior leadership and sales teams

  • Ability to multitask and prioritize tasks in an ambiguous environment

  • Ability to analyze lost and won deals to learn and develop

  • Quickly learns and adopts new approaches and techniques

  • Thrives in a start-up culture

  • Ability to take complex situations and detangle them to create value

We believe that the unique contributions of all Zoomies is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. Zoom is proud to be an equal opportunity workplace and is an affirmative action employer. All your information will be kept confidential according to EEO guidelines.

At Zoom, we care about our employees, their families, and their well-being. As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. To view our benefits, click here.

About Us

Zoomies help people stay connected so they can get more done together. We set out to build the best video product for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.

We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Here, you’ll work across teams to deliver impactful projects that are changing the way people communicate and enjoy opportunities to advance your career in a diverse, inclusive environment.

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