Channel Sales Manager - IT Firm

- Person should be self-driven, should have managed Government business on National level.

- Preferred Candidate should have good connects in North & East Channel community managing enterprise accounts, Government partners, consultants etc.

- He/ She will also be responsible for driving business with State Data Centers, Smart Cities, power projects developing strategic Initiatives & Execution through Channel & Consultant Eco system.

- Business Plan Ownership, definition and measurement of defined business targets on milestone basis in the region.

- Relationship Building at the level of CXO/ Senior Executive level

- Responsible for driving large PSU bids working with Internal & External Ecosystem.

- Hold sales revenue quota for a defined group of partners.

- Execute the partner agreement(s)

- Initiate and support collaborative sales pursuits

- Manage joint opportunities

- Configure, price and quote joint solutions

- Negotiate final customer contracts, per agreement with partner

- Collaborate with partners throughout the sales process

- Review assigned RTM/practice area partner discounts/rebates/commissions

Provide input into :

- Regional RTM/practice area Business Plan

- Definition of a regional RTM/practice area partner performance framework

- Evaluation and rationalization of regional RTM/practice area partners

- Key partner enablers, e.g. portal

- Assigned partner Joint Business Plans, including partner enablement, joint marketing and sales plans, and KPIs

- Assigned partner joint marketing assets

- Performance evaluation of assigned partner joint marketing campaigns

- 12+ years with proven results in the disciplines necessary to grow Partner Business (planning, enablement, sales management, partner management) with an understanding of technology and technological innovations.

- Min. 8+ years with OEMs in Data Protection, Security or IT Infrastructure space.

Skills & Competencies :

- Disciplined, goal oriented, self-starter

- Maintain focus - and that of assigned partners - in a changing and diverse environment

- Manage multiple partners, each of which will carry a substantial target

- Strong Collaboration Skills to work with entire Ecosystem to manage large bids.

- Excellent planning and execution skills

- Excellent coaching, leadership and motivational skills

- Excellent communication and presentation skills

- Proficient in most commonly used MS Office programs (Word, Excel, PowerPoint, Access, Visio)