Job description
Responsibilities:
- Serves as the expert to the commercial channel partner for complex information regarding product, services, and software transitions, promotions, and configurations.
- Educates and updates commercial channel partners on new technologies or solutions. May be brought in by channel to sell the brand to end customers.
- Establishes and maintains account plans to promote sales growth.
- Achieves assigned quota for products, services, and software.
- Transactional and relationship selling working within a team of selling professionals.
- Creates, fills-in and manages the company funnel for deals with commercial channel partners and transforms potential leads into joint sales activities.
- Establishes relationship with channel partners at all organization levels including senior executives.
- Ensures channel partners are compliant with legal and SBC practices.
- May drive SOW growth with distributors who are managing small channel partners on behalf of the company.
- May recruit and develop business relationship with new partners.
Education and Experience Required:
- University or Bachelor's degree preferred.
- Typically 5-8 years of selling experience at end-user account or partner level.
- Solid experience in selling to partners in a complex environment.
Knowledge and Skills:
- Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.
- Develops account plans with channel partner to grow the company share of the business.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate channel's sales force.
- Solid understanding of pipeline management discipline and ability to explain benefits to channel partners.
