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corporate account manager (CAM)

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corporate account manager (CAM)

In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller (VAR) and the VAR. In this role, a CAM may be responsible for an entire portfolio of client relationships in multiple locations. Corporate account managers serve as the primary contact for the client, which emphasizes the need for both excellent customer skills and a thorough knowledge of the channel.

While the specific job functions may vary from position to position, most CAMs are accountable for:

meeting and growing revenue goals for assigned accounts
planning sales and business development opportunities, including supporting local sales and service teams
budgeting for the above functions
negotiation and maintenance of sales or service contracts

Related glossary terms: tier 2 vendor, backside bus, administrator code, solution provider, fair and reasonable price, partner specialization, channel conflict, partner portal, sales certification, broad agency announcement (BAA)

This was last updated in July 2007

Posted by: Margaret Rouse

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Resources from around the Web
- Univar describes what is expected of a CAM on their Web site.

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