Amagi - Channel Sales Manager

Channel Sales Manager

Line Manager : Head of Sales

Job Summary :

- The Channel Manager will identify, evangelize, sign-up and manage relationships with channel partners to meet sales objectives. Assigned to channel partners across geographies, channels, and markets, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

- The Channel Manager will co-ordinate with internal sales, marketing and sales engineering teams to ensure success of channel partners. Support provided will include training, demos/PoCs, daily/weekly co-ordinations and support to partner sales teams on the field.

Main Responsibilities :

Define, in partnership with sales, GTM plan for Channel program including :

- Identification of priority partners for Channel program

- Prioritize and fill coverage gaps in key target geographies

- Define commercial engagement plan including incentivization to maximize sales through partner program

- Evangelize, recruit and work with channel partners across multiple geographies. Channel partners may include VARs, System Integrators, Consultants and ecosystem partners.

- Proactively lead creation of channel partner playbook for successful execution.

- Set and manage revenue targets for channel partners and ensure sales team+channel partners meet/exceed goals.

- Coordinate with internal teams to meet partner performance objectives and partners expectations.

- Sell through partner organizations to end users in coordination with partner sales resources.

- Drive adoption of company programs among partners.

- Work with Marketing for demand generation as well as for co-Marketing activities with channel partners

- Qualify new potential partners and organize on-boarding

- Minimize channel conflict, and manage escalations

Knowledge, Skills & Experience :

- 10+ years of experience in technical related account management or sales

- At least 5 years of experience in setting up and building channel partnership programmers

- Technical degree in Computer science or related fields. MBA would be preferred

- Entrepreneurial, ability to work independently with minimum directions

- Strong number orientation and consistent goal achievement

- Strong relationship and communication skills

- Strong Judgment and Decision-Making skills to identify and manage partners on a day-to-day basis

- Strong negotiation and program management skills