Research Associate at ABC Consultants
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Channel Engagement Manager - Sales (10-20 yrs)
Channel Sales
Channel Engagement Manager
Job Description:
- Accountable to manage, build & develop the partner eco system
- Achieve sales, profitability, and partner recruitment objectives
- Formulate an effective Partner program
- Drive revenue/bookings through existing or new partner relationships
- Mine opportunities thru partners, or locates or proposes potential business deals by contacting potential partners discovering and exploring opportunities
- Will have the ownership/accountability of the global channel/reseller goals for the business
- Lead the sale process and sales team to qualify the solution into the prospects shortlist.
- Close sales projects leading to achieving sales targets.
- Create written content to educate sales team and advance deals such as case studies, competitive information fact sheets, product collateral, and custom work
- Provides support to partners on execution of sales opportunities within their funnel
- Aggressively work to maximize partner's performance through best practices, training, and support
- Work with marketing to drive programs and events to extend the relationships to new prospects
- Keep abreast of competition, competitive issues and product
- Will be the single point of contact for partners looking for support on products/solutions
- Will be accountable to identify, develop, establish & manage new/existing partner relationships to further accelerate growth through channels for this business
- Set and execute short - and long-term channel sales strategies
- Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
- Ensures partner compliance with partner agreements
- Drive new product release / channel enablement activities across partner community
- Identify, Appoint and Manage Partner relationships to ensure the Sales Targets are achieved through Partners
- Meet stiff Sales and collection targets for defined regions through Partners as set, as individual contributor
- Screens potential business deals through Partners, identifying client needs, and goals, deal requirements and financials evaluating options resolving and recommending the appropriate solution
OMNICHANNEL RETAIL SOLUTIONS
- Closes new business deals by coordinating requirements developing and negotiating contracts integrating contract requirements with business operations
- Track competition movement
- Protects organization's value by keeping information confidential
- Demonstrate initiatives for refinement and strengthening of existing product
Skills & Experience:
- University Degree in Computer Science or another related major in IT
- Good team player and can fosters collaborations among team members and partner community
- Should have excellent written, oral communication and presentation skills.
- Deep understanding of and passion for B2B channel sales is required.
- Successful track record of managing channel business & partner ecosystem
- Ability to articulate the value proposition
- Experience in a results-oriented environment with external customer interaction required.
- Analytical skills and demonstrated ability to manage the business - by the numbers
- Solid Coaching and Leadership skills.
- Demonstrated active listening skills, highly consultative and solutions-oriented.
- Past experience in Partner Management mandatory
- Have strong drive to meet sales targets thru Partner network demonstrate strong analytical, negotiation and closing skills
- Have a valid passport and ready to travel extensively across the assigned region
Location: Mumbai
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