Overview

The Channel Manager (CM) will be responsible for winning, onboarding, maintaining, and expanding relations with channel partners within an assigned territory. The CM will be responsible for understanding the overall sales strategy and implementing the necessary tactics to grow sales revenue. The CM represents the entire range of company products and services to partners in order to achieve partner recruitment and sales objectives.

Responsibilities

The Channel Manager responsibilities include :

- Proactively recruits new qualifying partners.

- Establish productive, professional relationships with key personnel in assigned partner accounts/territories.

- Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners- expectations.

- Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts

- Proactively lead the joint partner planning processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

- Sells through partner organizations to end users in coordination with partner sales resources.

- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement

- Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

- Ensures partner compliance with partner agreements.

- Drives adoption of company programs among assigned partners.

Personality Traits

- A strong commitment to complete tasks on time

- The ability to develop strong relationships

- The ability to influence and persuade our sales partners to sell our services

- Strong organization skills including planning and prioritization

- Customer service focused, action plan to solve the customer problem, and follow through to ensure commitments are met.

- Negotiation skills- can create a positive solution for all parties

- Problem-solving- works to understand the problem thoroughly first

Success Factors

- Achieve assigned sales quota in designated partner accounts

- Meets assigned expectations for profitability

- Completes partner account plans that meet company standards

- Manages funnel, forecast, and sales opportunities to meet company standards

- Maintains high partner satisfaction ratings that meet company standards

- Completes required training and development objectives within the assigned time frame

Qualifications :

- Four-year college degree / Bsc from an accredited institution

- Minimum 15 years of channel sales experience in a business-to-business sales, Govt Liason environment with a proven track record of success, existing partner relationships

- PC proficiency, with knowledge of Microsoft PowerPoint, Word, and Excel

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