Head of Strategic Channel Account Management

Head of Strategic Channel Account Management

Department: Sales

Employment Type: Permanent

Location: Remote, UK

Description

Lead the Strategic Channel Account Management function for Nasstar ICC, focused on the top 10-15 channel accounts that represent the largest revenue-generating partner relationships.

The role is accountable for cultivating senior, trusted relationships across strategic wholesale/channel partners, protecting key recurring revenue, expanding the existing footprint and identifying new channel partner opportunities that fit Nasstar’s commercial and portfolio strategy.

The role will set the relationship cadence, growth plans and renewal discipline for strategic channel accounts, ensuring Nasstar remains visible, valued and easy to engage with across the channel community.

Key Responsibilities

Strategic account leadership

• Own the operating rhythm for the top channel accounts, ensuring every strategic partner has a clear account plan, executive sponsor map and measurable growth agenda.
• Prioritise account activity based on revenue, renewal exposure, relationship strength, partner potential and strategic fit.

Renewals, retention and growth

• Ensure key renewals are governed early, with commercial, contractual and service risks clearly understood and actively managed.
• Lead the team to identify cross-sell and upsell opportunities across Secure Networks, connectivity, voice, managed services, SD-WAN, SASE and relevant wider Nasstar capabilities.

Channel relationship engagement

• Create and deploy suitable relationship tactics for strategic partners, including executive briefings, quarterly business reviews, joint planning sessions, dinners/events and partner enablement activity.
• Improve relationship trust by ensuring Nasstar’s engagement is coordinated, credible and commercially useful to the partner community.

Team leadership and performance

• Lead, coach and hold account managers accountable for activity quality, account plans, forecast accuracy, renewal management and growth outcomes.
• Build a high-performance, collaborative team culture with clear expectations, regular cadence and visible accountability.

Cross-functional execution

• Work closely with Product, Pre-Sales, Bid Management, Sales Operations, Marketing, Service Delivery and vendor teams to turn strategic account intent into well-executed opportunities.
• Represent strategic channel priorities in internal planning, escalation and executive forums.

Skills, Knowledge and Expertise

• Proven account management experience in managed services, secure networking, connectivity, voice, SD-WAN, SASE or adjacent technology services.
• Evidence of managing renewals, commercial negotiations and multi-stakeholder customer relationships.
• Understanding of channel, wholesale or partner-led sales models, including the difference between partner and end-customer engagement.
• Strong commercial acumen, disciplined CRM usage and clear forecast/reporting hygiene.
• Excellent communication, presentation and stakeholder management skills.
• Able to build trust, manage conflict constructively and create structured relationship plans.
• Customer-focused mindset balanced with margin, risk and contractual discipline.
• Strong leadership capability, able to set direction, coach account managers and drive consistent behaviours.
• Experience managing strategic, high-revenue accounts or partner relationships.

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