- A Channel Sales Head, also known as a Channel Sales Director is a senior-level executive responsible for developing and managing a company's channel sales strategy and operations. This role plays a critical role in driving revenue growth and expanding market reach through indirect sales channels. Here's a comprehensive job description for a Channel Sales Head:

Job Title : Director - Channel Sales

Job Summary : The Channel Sales Head is responsible for developing and executing a comprehensive channel sales strategy to achieve revenue targets and expand the company's market presence. This role involves managing relationships with channel partners, creating and implementing sales programs, and ensuring the overall success of the channel sales team.

Key Responsibilities :

1. Channel Strategy Development : Develop and refine the company's channel sales strategy to align with overall business goals and objectives.

2. Channel Partner Management : Identify, recruit, onboard, and manage relationships with channel partners, including distributors, resellers, VARs (Value-Added Resellers), and OEMs (Original Equipment Manufacturers).

3. Revenue Generation : Drive revenue growth through the indirect sales channel by setting and achieving sales targets, monitoring performance, and implementing sales initiatives.

4. Sales Programs : Design and implement sales programs, incentives, and promotions to motivate channel partners and ensure their engagement and loyalty.

5. Training and Enablement : Provide training and resources to PAMs, and channel partners to help them effectively sell the company's products or services. Ensure partners have the necessary tools and knowledge.

6. Market Analysis : Monitor market trends, competitor activities, and customer feedback to adapt the channel strategy and stay ahead of industry changes.

7. Collaboration : Work closely with internal sales, marketing, and product teams to ensure seamless communication and alignment with the channel strategy.

8. Forecasting and Reporting : Develop and maintain accurate sales forecasts and reports to track performance, identify opportunities, and mitigate challenges.

9. Contract Negotiation : Negotiate and manage contracts, pricing, and terms with channel partners to ensure mutually beneficial agreements.

10. Compliance and Governance : Ensure channel partners adhere to company policies, standards, and legal requirements.

Qualifications :

- Bachelor's degree in business, marketing, or a related field; MBA or equivalent is a plus.

- Proven experience in channel sales, partner management, or a related role, preferably in a leadership position.

- Strong understanding of sales and distribution channels, market dynamics, and industry trends.

- Excellent communication, negotiation, and interpersonal skills.

- Strategic thinking and the ability to develop and execute complex channel strategies.

- Results-driven with a track record of meeting or exceeding revenue targets.

- Ability to lead and motivate a PAMs as well as channel sales team.

- Proficiency in sales management software and CRM tools.

Additional Requirements :

- Travel may be required to meet with channel partners and attend industry events.

- Flexibility to adapt to changing market conditions and business priorities.

- A Channel Sales Head is a pivotal role within a company, responsible for building and managing a network of channel partners to drive sales growth and market expansion. They must be skilled in both strategic thinking and tactical execution to succeed in this position.

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