Description:
ConnectWise is looking for a driven, entrepreneurial, and collaborative Channel Development Manager for Australia. Responsible for driving revenue by evangelizing the benefits of the ConnectWise Partner Program (CPP). They’ll support the Sales Teams and hand hold a Partners graduation process through the partner program and its cyber products correctly and helping Partners achieve the business benefits of the program.
Essential Duties And Responsibilities
- Successfully educate, guide, onboard and graduate Australia partners through the ConnectWise Partner Program.
- Work with a cross functional team to ensure onboarding process is efficient and timely on all deliverables
- Recruit Partners from our Registered Program to Co-Managed.
- Accept partners who qualify into the co-managed program directly and accelerate their progress through onboarding
- Conduct transfer calls to the PDM upon full completion of onboarding
- Support out account managers/BDR’s though continuous education to enable better recruitment
- Support our sales team on calls and provide vision to the partner as to the benefits and outcome of the program.
- Collaborate with Sales, Marketing, Sales Engineering, Product Management, and Community to broadcast the program online, though social media, webinars and/or other delivery methods.
- Represent/Present Onboarding vision to buying/peer groups.
- Welcome all partners into the program regardless of level, explain benefits of each program
- Liaise with the Distribution Account Manager (DAM) to effectively position and demonstrate the ConnectWise Partner Program into distribution to achieve scale.
- Liaise with counterparts in APAC and NA for continuous education and to keep abreast of changes and communicate effectively to the regional teams.
- Act as the local specialist of the ConnectWise Partner Program, products and operational processes
Knowledge, Skills And Or Responsibilities
- Strong project management skills to be able to guide our partners through our process as it continues to be refined
- Operational experience implementing programs and adapting to changing business and operational landscapes
- 2+ years successful solution sales experience generating growth or expansion revenue.
- Strong technical aptitude with experience presenting & selling to IT & business stakeholders.
- Ability to run at high-volume transaction pace, as well as longer, complex transactions.
- Ideally 2+ years of Cybersecurity experience, experience selling into MSP/Channel
- Experience using a sales methodology/qualification process: Challenger, SPIN, MEDDIC, BANT
- Pipeline management and forecasting acumen.
- Intellectual curiosity - willing to research and dig into unique outcomes for clients, as well as ongoing learning opportunities.
- Willingness to get out of your comfort zone and push to be your best self
Educational/Vocational/Previous Experience Recommendations
- 2+ years of demonstrated success with solutions-based selling, with history of exceeding quota.
- Demonstrated ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.
- Ability to identify opportunities and leverage internal & external resources appropriately.
- Experience in relevant channels: Cybersecurity, Managed Service Providers (MSP), Value-Added Resellers (VAR), Office Equipment (OE), Technology Service Providers (TSP), Internal IT.