Channel Management

Job Description

The role is that of sales and business development targeting existing and prospective new channel partners and end users across the region. This position requires a focused and strong sales individual with a proven successful sales background. The role will involve travel, occasional evenings away from home, and carry sales targets and quarterly objectives.

• Achieve monthly, quarterly and annual sales targets and management-based objectives as defined and agreed by your line manager.
• Develop and execute account plans for existing and new channel partners in line with regional channel strategy.
• Establish long-term business relationships with channel partner executives and key software providers.
• Develop repeatable programmes with Channel/Product Marketing to enable partner sales growth and achievement of sales objectives.
• Support channel partner sales opportunities through qualification, joint strategy development, and end-user engagement including formal presentations, product demonstrations and coordination of appropriate sales support personnel.
• Develop and train new and existing channel partners in relation to company solutions and sales methodologies.
• Maintain accurate CRM records including meeting schedules, contact information, business plans, quotations, forecasts and revenue data, ensuring data integrity.
• Provide accurate, timely forecasts and weekly performance reports detailing specific opportunities.
• Arrange a minimum of 6 partner/customer meetings per week.
• Review plan elements with partners on a weekly, monthly and quarterly basis, implementing remedial actions as necessary.
• Stay abreast of new product introductions, technological and industry advances, and market developments, providing feedback on product requirements to the line of business.

Qualifications

• Bachelor’s degree in Business, Engineering, or related field
• 5+ years in B2B sales or account management with a track record in strategic account growth.
• Strong communication, negotiation, and stakeholder management skills.
• Proficiency in CRM systems (e.g., Salesforce) and data-driven reporting.
• Experience managing complex, multi-stakeholder sales cycles.
• Proficient in English

Additional Information

• ability to balances short-term and long-term objectives and needs.
• Ability to follow processes and gain approvals related to sales activities.
• Demonstrate the difference between good and bad business opportunities.
• A natural forward planner who critically assesses their own performance.
• Mature, credible, professional and comfortable in dealing at senior levels.
• A team player with clear leadership qualities.
• Someone who remains calm in high pressure environments.