Channel Partner Account Manager

HOW YOU’LL MAKE AN IMPACT

As the Channel Partner Account Manager, you'll have the opportunity to make a meaningful impact by helping advance the goals of USGBC and GBCI. In this role, you'll develop and maintain commercially productive relationships with service providers and channel partners that help customers discover, purchase, and successfully use appropriate USGBC/GBCI products and services.

You'll own partner business plans, relationship development, activation, coordinated enablement, and qualified joint commercial opportunities. You'll also strengthen partner-led distribution alongside direct customer relationships while maintaining clear end-customer ownership and accurate attribution of partner contributions.

You will support a global portfolio of channel partners and service providers across all regions, helping expand market reach, strengthen partner engagement, and support consistent commercial execution while accounting for regional market requirements.

You'll report to the Director of Account Management and work closely with regional directors, market leads, customer account management, client solutions, sales enablement, marketing, and product teams to support partner-led sales success across regions across all global regions and markets.

Assigned service providers and channel partners will span multiple products, regions, and approved commercial arrangements.

As an individual contributor within the global channel partner account management team, you will help develop scalable partner relationships, support joint business opportunities, and strengthen collaboration between channel partners and internal commercial teams worldwide.

Key Responsibilities

• Global partner relationship management and segmentation: develop and maintain relationships with assigned channel partners, consultants, service providers, and other approved commercial partners. Evaluate partner business models, customer reach, product expertise, commercial roles, and key stakeholders. Maintain accurate partner records and distinguish referral, advisory, and implementation relationships. Support consistent partner segmentation and relationship management practices across global regions while recognizing local market needs and partner business models.
• Joint business planning and partner development:establish joint business plans outlining mutual priorities, target customer segments, commercial opportunities, engagement activities, and performance measures. Build and maintain senior-level and operational relationships that support sustained partner engagement beyond individual projects. Develop coordinated partner plans that support global commercial objectives and align with regional market development priorities.
• Partner recruitment, qualification, and activation:identify potential channel partners and service providers based on approved commercial strategies and market coverage needs. Coordinate partner qualification, internal approvals, onboarding, and activation activities. Collaborate with Regional Directors and Market Leads to identify partner coverage gaps and support the development of appropriate partner networks across global markets.
• Partner-led opportunities and commercial growth:identify, qualify, and coordinate partner-originated or partner-influenced opportunities with market leads and customer account management. Confirm end-customer ownership, opportunity responsibilities, next steps, expected timing, and authorized information sharing. Progress qualified joint opportunities toward assigned pipeline and revenue contribution objectives. Support cross-regional partner opportunities while maintaining clear commercial ownership, coordinated customer engagement, and accurate pipeline reporting.
• Partner enablement and product readiness:identify partner knowledge and capability gaps and collaborate with sales enablement, marketing, product, and client solutions to coordinate approved training, product information, sales resources, and joint outreach initiatives. Reinforce accurate representation of USGBC/GBCI products, services, and technical limitations. Support consistent global partner enablement practices while accommodating regional language, market, and customer requirements through approved materials and processes.
• Customer lifecycle and portfolio engagement:collaborate with customer account management and service providers to identify opportunities related to building performance, existing buildings, portfolio needs, and ongoing customer engagement. Coordinate partner involvement in relevant customer opportunities while maintaining distinct responsibilities for partner and end-customer relationships. Identify opportunities for partner engagement across multiple products, services, and geographic markets to support long-term customer value and commercial growth.
• Partner performance, reporting, and commercial attribution: maintain partner business plans, salesforce records, and accurate reporting of partner-sourced and partner-influenced opportunities. Monitor engagement, conversion, and contribution to commercial objectives while avoiding duplicate revenue attribution. Review partner performance, resolve routine issues within approved guidelines, and escalate underperformance or requested exceptions. Provide consistent global partner performance reporting and insights to support commercial planning, partner development, and data-driven decision-making.
• Cross-functional and regional collaboration:partner with Regional Directors, market leads, customer account management, client solutions, sales enablement, marketing, product, finance, and legal to coordinate partner engagement, joint commercial opportunities, and approved commercial arrangements. Facilitate communication and collaboration between global and regional teams to support consistent partner engagement, clear customer ownership, and effective commercial handoffs.
• Partner portfolio ownership and engagement:lead assigned partner relationships, conduct partner reviews, prioritize approved development activities, and maintain joint business plans and contribution records. Coordinate partner enablement and commercial opportunities within established engagement rules and delegated authority. Monitor partner portfolio health, identify engagement gaps, and recommend actions to improve partner effectiveness and long-term commercial contribution.
• Commercial governance, recommendations, and escalation:recommend partner recruitment, activation, segmentation, joint initiatives, and corrective actions based on performance and market needs. Escalate disputed customer ownership, channel conflicts, information-sharing concerns, contractual issues, and proposed changes to partner status or commercial terms. Ensure partner activities and commercial commitments remain aligned with approved organizational policies, partner agreements, and global commercial processes.

Assessment Notice

• Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.

REQUIRED QUALIFICATIONS

Experience

• A minimum of five years of experience in business-to-business account management, business development, channel sales, or strategic alliances, including at least three years directly managing and developing channel, consulting, service-provider, or other commercial partner relationships.
• Demonstrated experience establishing joint business plans, activating partners, coordinating joint commercial opportunities and enablement, and measuring partner contribution.
• Experience evaluating partner business models, developing joint commercial plans, activating partner relationships, and maintaining executive and operational stakeholder engagement.
• Experience coordinating joint selling, lead handoffs, partner enablement, and account-engagement rules across customer-facing teams.
• Demonstrated commercial judgment and negotiation skills, including constructive conflict resolution and appropriate management of contractual or decision-making boundaries.
• Experience using CRM systems and commercial data to maintain partner records, monitor pipeline activity, assess engagement and conversion, and distinguish partner contribution from underlying sales.
• Experience managing or supporting channel partner relationships across multiple regions, markets, or business units.
• Demonstrated ability to collaborate with geographically distributed commercial teams and coordinate partner-led opportunities across different markets.
• Experience working with sustainability consultants, real estate service providers, building operators, certification ecosystems, or comparable advisory and implementation channels (preferred).
• Experience managing channel partner relationships that span multiple countries, regions, or commercial markets.
• Experience supporting partner-led business development within a multi-product or global professional services organization.
• Familiarity with partner recruitment, activation, enablement, and performance reporting frameworks.

Education

• Bachelor's degree in business administration, marketing, international business, communications, sustainability, or a related field required.
• Advanced degree in business administration, international business, marketing, or a related discipline preferred.

Technology/System(s)

• Proficiency with salesforce or a comparable customer relationship management (CRM) platform, including partner account management, contact management, opportunity tracking, pipeline reporting, and commercial activity documentation.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, word, Outlook, Teams, and SharePoint, or comparable business productivity and collaboration tools.
• Experience using CRM reports, dashboards, and commercial performance data to monitor partner engagement, opportunity conversion, and contribution to business objectives.
• Experience with digital collaboration, virtual meeting, and presentation platforms to support partner relationships and coordinate with global teams.
• Familiarity with partner relationship management (PRM) systems, partner portals, or comparable channel management tools is preferred.

Skills

• Strong relationship management and business development skills, with the ability to establish and maintain commercially productive partner relationships.
• Demonstrated ability to understand partner business models, develop joint plans, and coordinate commercial opportunities involving multiple stakeholders.
• Strong consultative selling, negotiation, conflict-resolution, and commercial judgment skills.
• Excellent written and verbal communication, stakeholder engagement, and cross-functional collaboration skills.
• Strong analytical skills and attention to detail, with the ability to interpret partner performance, pipeline activity, and commercial contribution data.
• Ability to build and maintain effective relationships with partners and internal stakeholders across different cultures, geographic regions, and time zones.
• Strong organizational and time-management skills, with the ability to manage multiple partner relationships, joint business plans, and commercial priorities simultaneously.
• Ability to balance consistent global partner engagement practices with regional business needs, market conditions, and approved commercial arrangements.
• Ability to influence cross-functional stakeholders and support repeatable commercial processes without direct people-management authority.
• Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.

Credentials/Certifications

• LEED Green Associate or LEED AP credential preferred.
• Relevant professional certifications in channel sales, strategic account management, business development, or salesforce are preferred.

ABOUT OUR TOTAL REWARDS PACKAGE

Salary

Final compensation and benefits will be confirmed at the time of offer and may vary based on factors such as internal equity, relevant experience, qualifications, and employment status. Please note that salary negotiations will not extend beyond the top of the internal salary range.

Benefits

We offer you:

• Competitive compensation
• 401(k) with employer matching
• Professional development reimbursement
• We offer a healthcare plan through Cigna that includes medical, dental, vision, and prescription drugs. USGBC covers 100% of the premiums and an HRA that will assist you and your dependents in reaching the in-network medical deductible. You will only be responsible for the $300 individual / $600 family up front deductible for medical services before the employer funded HRA will process payments for your in-network claims
• Generous paid time off (12 paid holidays, 9 paid personal sick days and based on career level either 2 to 3 weeks PTO), including operations closed for a full week between Christmas and New Year’s
• 6 weeks paid renewal leave after 7 years of continuous service

LOGISTICS

Location:This position is remote in the U.S.

Work Schedule:Monday to Friday, 9:00 AM to 5:30 PM in candidate’s time zone. Flexibility to collaborate with partners and internal teams across international time zones may be required.

Travel:Potential domestic or international travel for partner meetings, regional collaboration, and organizational events such as greenbuild, as business needs require.

EEO STATEMENT

U.S. Green Building Council is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, sexual orientation, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law.

ABOUT US

U.S. Green Building Council (USGBC)is a mission-driven nonprofit dedicated to accelerating and scaling the transformation of the built environment. Through LEED—the world’s most widely used green building rating system— and initiatives likes Greenbuild, the Center for Green Schools and advocacy, USGBC empowers professionals to drive market transformation that advances human and environmental health, climate resilience, and equity.

Green Business Certification Inc. (GBCI)is the world’s leading sustainability and health certification and credentialing body, independently recognizing excellence in performance. GBCI administers project certifications and professional credentials and certificates includingLEED,PERFORM,SITES, andTRUE Zero Waste.

We are proud to be globally recognized for our leadership in green building, environmental performance, and sustainable development.

Our Global Impact

• Over 120,000 LEED-certified commercial projects worldwide
• Millions of square feetof certified healthy, efficient, low-carbon space
• Recognition in 180+ countries for innovation in green building and business practices

Why Join Us?

At USGBC and GBCI, you’ll work alongside passionate, mission-aligned professionals who care deeply about people, the planet, and progress. We offer:

• A purpose-driven, inclusive culture
• Opportunities to grow your career and take ownership of meaningful work
• A chance to make a measurable impact on global sustainability efforts
• We’re seeking team members who thrive in collaborative environments, are committed to excellence, and want to build lasting partnerships that drive change in the built environment.

Meet Our Leaders and Learn More about our Mission:

• U.S. Green Building Council Leaders

• Green Business Certification Inc Leaders

Culture and Values Statement

Working together, each of us advances our mission by respecting all voices, trusting and supporting one another, excelling through collaboration and accountability, and continuously improving ourselves and our organization.

Originally posted on Himalayas