Our client provides technology that enables organisations to create AI Assistants, Voice Assistants and Virtual Agents that automate processes and deliver customer service 24/7.```
They are growing their sales through a network of channel partners that can provide added value and reach.
Channel Sales Manager
The Channel sales manager is responsible for developing and managing relationships with channel partners for the purpose of generating maximum revenue from those accounts.
They identify and onboard key resellers and develop strategies for converting those connections into productive and profitable relationships.
They have two primary roles:
1. Onboard new partners and develop and implement channel partner programs, such as business plans, training, marketing, and incentives to accelerate their success.
2. Provide support and guidance to the partners customers including creating proposals, pricing, demonstrations, and other sales materials.
This role is responsible for sales enablement of their assigned channel, and managing their channel to achieve stated sales targets.
Responsibilities
Responsible for day-to-day relationship management of channel partners
Act as a liaison between assigned channel partners.
Build, maintain, and manage relationships with current and prospective channel partners.
Establish productive, professional relationships with key personnel in assigned partner accounts.
Coordinate the involvement of staff, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
Sell through partner organizations to end users in coordination with partner sales resources.
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Manage direct/channel conflict by fostering excellent communication between the channel and direct teams.
Ensures partner compliance with Channel Partner programs and agreements.
Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Identifies partner services offerings; working with partner sales resources, services, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement.
Monitor industry trends and stay up-to-date on competitors and market conditions.
Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners
Demonstrate the platform and communicate clearly the value proposition Provide channel programme feedback
Requirements
Previous experience of driving channel sales ideally within a similar product category and channel.
Experience selling within a Software Vendor or reseller in the Contact Centre / UC / SaaS space via channel partnerships.
Experience managing partner relationships that are based on developing and delivering service offerings tied to vendor services
Experience selling Voice or Data IT Solutions
Demonstrated progressive experience with B2B sales.
Demonstrated progressive experience selling technology products in assigned territory in a channel model.
Interest in developing skills in new technologies such as AI and automation.
Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and the team.
Strong personal network within the industry.
Driven, highly motivated and results driven.
Ability to travel if needed and comply with the company’s travel policy.
Summary Requirements: 3 - 5 years experience in channel management or related sales.
Education up to degree level
Strong verbal and written communication skills, with experience presenting to partners and stakeholders.
An understanding of the industry.
Exceptional communication skills.
Time management and organisation skills
Flexible to travel to partner locations.
Solution-oriented outlook.
Ability to build lasting relationships.
Performance Indicators As with all roles in the Sales Department the Channel Sales Manager participates in the Sales KPIs this includes:
o Recruitment of partners within the channel programme
o Assigned monthly Sales Target- generated from assigned partners.
Job Types: Full-time, Permanent Salary: £50,000.00 per year
Benefits: Company pension On-site parking
Private medical insurance
Schedule: Monday to Friday Supplemental pay types: Bonus scheme Commission pay
Work Location: Hybrid remote in High Wycombe