Description:
The Channel Manager proactively manages the relationships with distributors and focus partners. This includes providing assistance and support in the closure of revenue opportunities over phone, email and through face-to-face meetings, training the distributors and partners community on our products as well as equipping the Channels with the tools and knowledge. The Channel Manager is responsible for meeting or exceeding monthly, quarterly and yearly sales goals for a designated region. The Channel Manager is also deeply involved in MDF planning with Distributors and Elite/Certified partners to drive business outcomes.
More details on how you will help us connect the world:
To recruit, develop and optimize number of value added partners in the region. Work with distributors and resellers to develop runrate programs, MDF planning to drive business outcome, sufficient inventory to reduce supply chain lead time and support reseller, technical capabilities to support resellers POC and Implementation and able to execute MDF activities. The Channel Manager is also required to conduct QBR (Quarterly Business Review) to ensure channel partners are planning towards meeting targets.
- Identify and recruit new channel partners and focus on existing Distributors to drive revenue target
- Ensure proper on-boarding of partners and journey through to certification.
- Establish, develop and maintain strong professional sales & sales management relationships with current and future Distributors and Channel partners.
- Create and analyze sales reports, identify issues contributing to success or shortcomings and take any corrective action.
- Support and leverage other channel efforts, field marketing, product launches and product promotions as well as certifications and specializations.
- Keep current with our product release information including sales materials, product roadmap, features, applications, competition and disseminate to partners as appropriate.
- Meet/Exceed Distributors and Partner Sales Bookings/Revenue Goals.
- Perform business & support metrics reviews and analysis of each Distributors and Channel Partner’s performance via QBR's.
- Establish and maintain positive & proactive relationships with Distributors and partner sales reps/management to build mindshare and drive sales activity.
- Create and execute a territory business plan focused on demand creation, sales growth, and Distributors and partner sales development with quarterly milestones.
- Aid in developing monthly and quarterly strategic initiatives that will result in increasing the Distributors monthly bookings.
- Work with strategic alliance partners to expand coverage
Required Qualifications For Consideration
- Bachelor’s Degree or equivalent with minimum 10 years Channel Account Manager experience in IT industry.
- Experience managing Tier 1 Distributors and Tier 1 partners including Strategic System Integrator, Service Provider channels, Strategic Hospitality partners.. etc.
- Prior experience of selling via Distributors and channels into the large enterprise, MSP’s and service provider verticals.
- Strong background with WIFI, networking OR Data Center security products will be beneficial.
- Good experience of working in an organization with high touch sales teams.
- Experience in developing top tier channels to drive programs and initiatives to generate more run-rate revenue
- Strong Communication skills in English and any other local Language will be an advantage.
- Regional experience and willing to travel to multiple cities in Australia and New Zealand.
- Thorough understanding of the data and telecommunications industry, competitors and evolving technologies will be beneficial.