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13/07 Kartikeya Chibber
Consultant at ABC Consultants

Views:1091 Applications:26 Rec. Actions:Recruiter Actions:16

Area Sales Manager - IT (6-12 yrs)

Kerala/Calicut Job Code: 236742

- Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.

- Educates and updates partners on new technologies or solutions. May be brought in by partners to sell brand to end customers.

- Establishes and maintains account plans to promote sales growth.

- Achieves assigned quota for the products, services, and software.

- Transactional and relationship selling working within a team of selling professionals.

- Creates, fills-in and manages funnel for deals with partners and transforms potential leads into joint sales activities.

- Establishes relationship with partner at all organization levels including senior executives.

- Ensures partners are compliant with legal and SBC practices.

- May drive SOW growth with distributors who are managing small partners on behalf of organization.

- May recruit and develop business relationship with new partners.

- Carries quota at least at the average local/country/ regional quota per account mgr ratio.

- Primary focus for partner's sales on SMB segment.

Education and Experience Required :

- University or Bachelor's degree (engineering) preferred plus a full time MBA degree (preferably in Marketing) from a premier institute

- 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 Required :

- Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.

- Solid understanding of organization & operations, including key business rules, and alignment with GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.

- Solid understanding of many of products, software, and services.

- Able to communicate the strengths of offerings, and overcome objections.

- Effectively sells offerings by building strategic relationships with partner decision makers; and promoting programs and offerings.

- Develops account plans with partner to grow organization's share of the business

- Partners effectively with others in the account to ensure coordinated efficient account management.

- Ability to motivate partner's sales force.

- Solid understanding of pipeline management discipline and ability to explain benefits to partners

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

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