Job Overview
This position is responsible for driving revenue for all brands and product lines through established Channel Partners as well as the recruitment and training of new and existing partners through the management of the Channel Account Managers, as well as coaching, mentoring, and providing feedback to staff for improvement.
Key Responsibilities
Develop Channel Partner competency in the sales and application of Ccompany's technology and strategies.
Participate in defining Channel Sales strategy to increase customer breadth in retail, commercial and enterprise space.
Work with Channel Account Managers to create, maintain and execute a Channel Sales business plan with goals and objectives, based on opportunity, partner needs, and Company's strategic direction.
Conduct quarterly business reviews and planning sessions with Channel Partners.
Consistently reinforce the importance of Company's Core Values.
Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed; ensure mangers do the same for their staff.
Hold regular team meetings, and one-on-one meetings with direct reports, to ensure that Channel Account Managers, Channel Marketing, and other operational areas support the channel business.
Provide regular pipeline forecasts and business health checks to senior sales management.
Regularly meet with direct reports to review the health of the business.
Work with Field Marketing, Brand Management and Brand Marketing to identify opportunities in the area for supporting Company's strategy.
Work collaboratively with regional counterparts in Telesales and Distribution to ensure partner satisfaction and near-100% customer retention rates.
Work with Channel Partners to gather data operational and quality-related problems. Escalate to appropriate departments to ensure that appropriate remedial action is taken.
Manage to the group's budget in accordance with company policies.
Ensure staff understands corporate policies and procedures.
Work with employees to create personalized development plans through regular one-on-one reviews of skills and personal career goals, follow up to ensure that employees execute on their plans in a timely fashion.
Ensure that proper security measures are applied and followed at all times.
Typical Role Definition
Managerial Staff. Manages a department within the company. Fully accountable for meeting the operating objectives of the department. Develops proposed budgets for approval and manages budget once approved. Develops others by encouraging accountability and enforcing performance standards. Makes selection, termination, and compensation decisions. Makes tactical decisions that directly affect own workgroup and indirectly affect the organization. Resolves complex problems that arise in everyday work, and escalates more complex problems. Develops and implements policies and procedures for the department to meet specific goals and objectives of the function; modifies goals in response to functional changes. Analyzes and challenges current working methods to create improvements in processes and results. Planning time horizon is short.
Job-Specific Authority and Scope
Generally works without consulting their manager.
Independent decisions are made daily.
Examples of typical decisions without manager consultation:
Employee evaluations and performance
Resource allocations and Staffing requirements
Recruitment and hiring
Typically has 2-5 direct reports.
Typically has a total staff of 2-10.
Typically has a geographic focus of Area (multi-country or multi-state).
Typically manages a total budget of up to $10 million USD.
Business Travel and Physical Demands
Business travel of approximately 50 percent yearly is expected for this position.
Physical demands:
Office environment. No special physical demands required.
Preferred Education
Bachelor's Degree or global equivalent in a related field, preferably in a business or IT related field.
Work Experience
Typically 7 years of Channel Sales experience, 2 of which in a management position.
Skills
Sales: Sales management. Business acumen. Channel experience. Partner management experience. Technical literacy. Management: Financial planning. Sales forecasting. IT experience. Success sales track record.
