Channel Account Manager

Description

About Ergotron:

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health, and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel, fuel, and enjoy a new sense of energy in healthcare and workspace settings. 

Through its 40 plus-year history, Ergotron has led the industry with innovative, professional-grade products and customer-obsessed service. The company has earned more than 200 patents and established a growing portfolio of award-winning brands including WorkFit® and CareFit™, and patented Constant Force™ and LiFeKinnex™ technologies. Ergotron is headquartered in St. Paul, Minnesota, with a presence in North America, Europe, and Asia Pacific. For more information, please visit www.ergotron.com.

SUMMARY

The Channel Account Manager for CDW Healthcare owns the strategy, growth, and execution of Ergotron with one of our critical reseller partners. This role is responsible for expanding revenue, deepening executive relationships, driving solution adoption (hardware + software), and aligning internal teams to win in a complex healthcare environments. They act as the single-threaded owner of CDW Healthcare, balancing strategic partnership leadership with day-to-day execution, and serving as the internal voice of CDW and healthcare customers.

KEY RESPONSIBILITIES

Strategic Partner Ownership

• Own the relationship with CDW Healthcare across executive, sales leadership, category management, and field teams
• Develop and execute a joint annual business plan (JBP) with measurable revenue, attach, and solution goals
• Coordinate QBRs, EBRs, and strategic planning sessions with CDW Healthcare leadership

Revenue Growth & Solution Expansion

• Drive net-new growth and share-of-wallet expansion across healthcare segments (IDNs, hospitals, clinics, ambulatory, etc.)
• Increase solution and software attach, not just product volume
• Identify whitespace opportunities and emerging healthcare workflows where Ergotron can differentiate
• Partner with field sellers to influence large deals, strategic pursuits, and national programs

Healthcare Vertical Expertise

• Understanding of healthcare environments, workflows, and buying dynamics (clinical, IT, facilities, procurement)
• Translate healthcare customer needs into clear value propositions and partner-ready messaging
• Stay current on healthcare trends that impact technology, mobility, infection control, and digital workflow

Internal Leadership & Cross-Functional Alignment

• Serve as the internal quarterback for CDW Healthcare across:
• Sales & Vertical Teams
• Product Management & Engineering
• Marketing
• Customer Experience / Support
• Provide structured feedback on:
• Product gaps
• Competitive pressure
• Pricing & program effectiveness
• Ensure internal teams understand why CDW Healthcare matters and how to win together

Enablement, Programs & Execution

• Drive partner enablement for CDW Healthcare sellers (training, tools, playbooks, messaging)
• Launch and manage partner programs, promotions, and campaigns aligned to healthcare priorities
• Track performance against plan and adjust tactics quickly

Metrics, Forecast & Accountability

• Own forecast accuracy and pipeline visibility for CDW Healthcare
• Track KPIs including revenue, attach rates, solution mix, and program ROI
• Provide regular executive-level updates internally

Travel

• Customer visits, industry events and Ergotron team collaboration opportunities, 20-35%

QUALIFICATIONS

Qualifications

• 7-10 years of experience in channel sales, strategic accounts, or partner management
• Proven success managing large, complex reseller relationships (CDW, SHI, Insight, etc.)
• Direct experience selling into or through healthcare verticals
• Strong executive presence and ability to influence without authority
• Track record of driving solution-based selling, not just product transactions
• Experience with enterprise healthcare systems, IDNs, or national healthcare programs
• Background working cross-functionally with product and marketing teams
• Familiarity with hardware + software ecosystems
• Experience navigating matrixed organizations

Competencies

• Strategic thinking with strong execution discipline
• Relationship builder at executive, field, and inside levels
• Data-driven decision making
• Clear, compelling communicator
• Comfortable with ambiguity and complexity
• Salesforce.com experience preferred

Education

• BS/BA degree in Business, Sales or other related field preferred

ERGOTRON CORE VALUES

Customer-Centric Innovation

Continuously innovate our cross-functional business processes to deliver exceptional value to customers and partners

Built to Last

Ensure every product we make, service we deliver, and platform we develop starts with a foundation in exceeding customer expectations for quality and reliability

Always Improving

Work together as a team everyday to streamline and accelerate our processes in service to customers, employees, and partners while enhancing safety, quality, delivery, and cost

Integrity

Do the right thing by our people, customers, partners, and the communities where we live and work

ERGOTRON BENEFITS

• Ergotron is committed to moving you forward with leading benefits and reward programs. Beyond a fast-paced, innovative work environment, we offer a comprehensive and competitive pay and benefits package, including but not limited to; medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP). 
• We work hard and we recharge. With five weeks of Paid Time Off (PTO), eleven paid holidays a our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.
• We are proud to support our employees and their growing families by offering ten weeks of paid maternity leave, four weeks of paid paternity leave, and three days of paid grandparents leave.
• Both our newest and our most tenured employees are formally recognized. Our career milestones program ensures that our new team members feel welcome and rewards employees at five years, ten years, fifteen years and beyond.