Channel Sales Manager/Executive (New Business Channels) Multinational Technology Company £100K OTE

Posted 6 April by FORTE ICT Easy Apply

The Channel Sales Manager is responsible for developing and executing on a Partner Strategy and Channel Plan for the Region (UKI).

The successful candidate is expected to define and create detailed Channel Territory GTM Plans and Partner specific account plans incorporating go-to-market strategies, requirements and revenue expectations, and report on partner activity, working both with your line manager and Sales and Marketing.

Responsibilities:

  1. Recruit, sign, enable and manage key partners in the UKI Commercial and Public Sector market
  1. Develop partner plans for each partner with a goal to drive lead, pipeline growth and closed business to support sales goals for the region
  2. Serve as the liaison point between partners and company internal teams, providing single point-of-contact for the partner relationships
  3. Co-develop a territory business plan with managed partners that aligns with annual recurring revenue goals and includes: sales planning/account mapping strategies, marketing plans and enablement plans
  4. Build and maintain a partner scorecard for managed partners based on the business plan
  5. Work closely with the Alliance Managers to build and manage the partner ecosystem
  6. Manage and develop pipeline, maintain forecast accuracy, achieve/exceed quarterly and annual recurring revenue targets calling on company value-added resellers and referral partners
  7. Arrange and conduct partner sales and technical training to educate, motivate and engage partner sales and technical teams
  8. Coordinate the involvement of company personnel, including support, service, and management resources, as well as marketing in order to meet partner performance objectives and partners' expectations

Essential Requirements:

  • University degree or similar. Essential.
  • Must be a "go getter, proactive, very driven and results orientated personality type, absolutely essential.
  • MSC/MBA. Desirable.
  • Technical Competencies (Experience and Knowledge). Essential
  • 4- 6 years of successful Channel sales experience within a large technical account environment or proven demonstrable experience in a similar environment. Public Sector experience is a plus. Essential.
  • Previous proven expertise in positioning and selling services. Essential.
  • Technical knowledge of the managed services and cloud services industries and product offerings within it. Essential.
  • Ability to drive new channel business under the sales procedures as set down by company. Essential.
  • Skills and Behavioural Competencies. Essential/.
  • Record of success in exceeding sales targets with partners. Essential.
  • Proven negotiation skills and ability to influence others at different levels. Essential.
  • Ability to effectively communicate technical issues and ensure full understanding. Desirable.
  • Ability to effectively learn technical products, services and solutions and readily apply new knowledge required. Essential.
  • Candidate must be eligible to work in the UK and complete BS7858 British standard screening prior to joining company

Required skills

  • Cloud Computing
  • IT Sales
  • Managed Services
  • Sales Channel
  • Channel Sales

Reference: 34848825

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