Channel Development Manager

ID
2017-4512
Category
Sales
UK-Uxbridge

Overview

The role of the Channel Development Manager is to be the ambassador for Syncplicity within your assigned territory. This is a highly visible position on the Channel Development Team whose primary focus is to grow YOY revenue and execution of the strategy in the assigned territory. The key candidate will have sales, channel development, marketing and operations expertise.

  • Recruit, onboard, and maintain relationships with channel partners to gain visibility and mindshare to create revenue-generating opportunities.
  • Achieve the company Channel Revenue goal.
  • Work cross-functionally with Syncplicity sales management, sales engineering, and channels to drive channel revenue.
  • Define and prioritize channel program elements through constant interface with senior management, sales management, and account executives at the channel partners and distributors.
  • Develop the business value proposition and quarterly business plan for each partner.
  • Identify and target partners that fit distribution strategy and partner profile.
  • Pursue, contact, qualify, negotiate, and close potential partners; track and report activity and status to Syncplicity
  • Develop the business value proposition and quarterly business plan for each partner.
  • Use appropriate Syncplicity resources in sales and training efforts (including account executives, sales engineers, solution engineers, and product managers) to enhance channel partner understanding of Syncplicity products and services..
  • Facilitate the relationships and identify responsibilities between the distributors, channel partners and Syncplicity representatives to maintain the momentum of sales activities and goals.
  • Create sales incentive programs. Report results and metrics.
  • Create and implement channel partner scoring.
  • Co-ordinate channel initiatives and enablement programs.
  • Acquire, integrate, and communicate with credibility security industry and vertical market knowledge related to Syncplicity value propositions, general industry trends, emerging technologies, and competitors to channel partners.
  • In collaboration with distributors, channel partners, Syncplicity sales management, and Syncplicity marketing teams, participate in the development, execution, and management of tactical campaigns and events that create demand for Syncplicity products to facilitate the achievement of sales goals.
  • Drive creation of channel program elements, including identifying appropriate campaigns, partner buy-in on running campaigns, establishing value proposition and target audience, identifying marketing resources, joint review and reporting post campaign.
  • Communicate channel program goals, requirements, successes and rules of engagement throughout Syncplicity to maximize program success.
  • Conduct quarterly business review for all signed and on-boarded partners in conjunction with Syncplicity Region Director and executives as defined.
  • Contact and interact with Account Executives to survey accounts.
  • Work with Regional Directors to determine “best fit” partners for each target market.
  • Other duties as assigned by manager.

Key Qualifications

  • 5+ years of enterprise sales and channel experience
  • Experience recruiting, onboarding, and managing channel partners
  • Experience implementing and delivering a field marketing plan
  • Comfortable speaking in front of a large audience
  • People person
  • Willingness to travel in assigned territory (~75%)
  • Passionate about building and growing a channel program
  • Must have executive presence and be able to motivate a large, matrixed organization
  • Must possess strong presentation skills, sales skills, and be a polished communicator who can train others.
  • Knowledge of the storage, security, and EFSS Markets a plus

 

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