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Channel Sales Manager

•      Newly created critical role

•      Market leading global software company on growth trajectory

•      Manage the channel sales team


Client Details


Our client is a globally renowned software company who are currently market leaders in their space, having developed their success through a strong track record of innovation and being at the cutting edge. With around 5000 people globally, their team across Australia includes 200 plus high performing professionals all driving towards a common goal.  As they are now embarking on a rapid growth trajectory, the need has arisen to hire a seasoned Channel Sales Manager to support the VP of Sales Pacific with developing revenue opportunities to support their objectives.  


Description 

This role is critical to our client's growth developing and managing a joint strategy of recruiting an ecosystem of value added re-sellers, sales distribution partners and system integrators that support the strategy. The purpose of this role is to drive growth through scale, by ensuring the Partners understand their value-proposition, are enabled both sales and technically, and are as self-sufficient as possible. This role is critical to influencing these partners that are important to the customer’s buying decisions.

Specific success metrics related to this role are: 
  • Growth in partner generated opportunities from partners
  • Growth in partner generated revenue from partners
Be responsible for:
  • Creating and executing a consistent and impactful plan to deliver to our clients partners, including but not limited to: enablement (sales and tech), sales teams alignment and engagement and marketing campaigns  
  • Executing against existing Partner Recruitment qualification process to ensure the right Partners are brought into the Program 
  • Creating and executing a plan to better on-board new Channel Partners 
  • Driving up-sell campaigns with partners to increase our client and the partners wallet-share within end-users 
  • Align appropriate sales resources to the partner base in a structured and efficient way that delivers upon desired business outcomes of increased opportunities and revenue
  • Being able to articulate the value proposition to partner execs and sales teams 
  • Being an expert in the channel programs and what they mean for partner execs and sales teams 
  • Utilising data available to be able to understand and report back internally around where success is being seen, and to drive future decision making 
  • Leveraging internal resources to achieve success, including marketing, channel pre-sales, channel and sales teams 
  • Working with operational teams to ensure our client becomes easier to do business with for partners, therefore increasing their commitment to growth with them

Profile

  • Experience in technology companies in the software and professional services
  • Extensive experience in sales performance. This should include proven experience of working in a strategic account management role or a complex business development role
  • Successful track record of identification, shaping and closing large enterprise deal whilst also managing run rate business
  • Deep understanding of channel, and specifically what motivates execs, sales reps, and technical staff within them 
  • Outcomes focused individual with a growth mindset 
  • Ability to influence others is critical, both internally and externally 
  • Ability to drive change is critical, both internal and externally  
  • Being proactive, accountable with a willingness to ask for help is essential 

Job Offer

A fantastic working culture, high performance team and salary package is on offer for the successful candidate. 
 

Please feel free to contact Corin Roberts on 02 9195 2929.