Channel Manager: Enterprise Accounts

Key purpose:

To maintain enterprise partner relationships, increasing product awareness in your assigned accounts within the company brand portfolio. In addition, the successful candidate must be able to drive sales, manage and maintain enterprise partner accounts through key account tactical plan execution.

Duties and responsibilities:

• Hold relevant cadence with named accounts including QBRs, sales and presales enablement, lead generation, business planning etc.

• Responsible for higher-than-average growth on a pre-determined list of partners.

• Take ownership in developing the revenue potential of your assigned partner base

• Determine market strategies and goals for each assigned key vendor by close collaboration with the vendor alliance team and Country Manager.

• Responsible for new business generation and effective on-boarding of new partners

• Responsible for the development and achievement of sales through the sales channel

• Focusing on growing and developing existing partners, together with generating new business

• Write business plans for managed strategic partners

• Strong organizational skill with the ability to work with a large number of strategic accounts.

• Be the interface between the customer and all relevant divisions within Company.

• Maintain a high level of sales activity including prospecting, needs assessments, proposal generation, negotiation, and post-sale follow-up for additional lead sources

• Ensure all quotations are done for assigned customers

• Collaborate with your Internal Account Manager to ensure quoting accuracy

• Track and monitor key partner business requirements

• Tracking of leads & opportunities through the different sales stages on the CRM system until closure

• Build relationships with partners and display an interest in and knowledge of the partner environment, by means of attending meetings with partners, facilitating sales and technical enablement or training sessions

• Maintain and update Sales & Technical Heatmaps, drive SE engagement within allocated accounts

• Attends related product, internal and relevant training on a regular basis

Qualifications, experience and skills required:

• 3 5 years of comprehensive channel management

• Tangible track record of building a channel business successfully in a fastgrowing environment

• A strong understanding of the sales process and business needs of named accounts

• Valid drivers license and own vehicle is essential

• Strong sales and marketing ability

• Strong organizational skills

• Excellent oral and written communication, and presentation skills

• Administratively competent

• Ability to work well in large team environments

• Accountability

• Ability to present to large audiences

• Local travel is required, with international travel when necessary