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.

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
This was first published in July 2007

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