Channel Manager

Job Title

Channel Manager

Job Scope

The Channel Manager is accountable for developing the sales strategy while driving the recruitment of partners, overseeing account profiles and planning a growing market share through set targets. S/He monitors competitors’ activities, deals with resellers and coordinates with the marketing team on channel activities and programs.

Main Duties and Responsibilities

• Prospect new partners according to the strategy defined with the Kyriba Partnerships and Alliances leadership.
• Onboard and enable new partners through Kyriba's Academy
• Collaborate with internal stakeholders to create and build partnerships that add value to our current and prospective customers, identify incremental opportunities, and assist in current sales pursuits.
• Negotiate the agreement with Partners.
• Communicate Kyriba’s value propositions to partner teams.
• Develop business plans with each partner and ensure their successful execution.
• Act as voice of the partner and work cross-functionally to support channel marketing programs, an enhanced partner portal, and training and partner enablement.
• Build, nurture and execute pipeline in collaboration with the Partner and the Kyriba Marketing,  Sales and Business Development Representatives (BDR’s) to drive bookings.
• Coordinate and lead responses to RFIs/RFPs and pricing requests.
• Develop and track key metrics to measure partner success and program efficiency. Collaborate with other Kyriba teams including presales, product, operations, and legal.
• Systematically document and record required and relevant information in Salesforce.com in a timely manner.
• Provide weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume.
• Attend conferences and industry related events within assigned territory and as requested.
• Prepare for meetings and tailor communications to address business needs of potential clients as part of the pre-sales process.

Position Requirements

• Strong understanding of the finance and technology landscapes
• Experience with Banks and Financial instiutions, ERP Providers, and System Integrators.
• Excellent strategic thinking, analytical, and problem-solving skills.
• Exceptional relationship-building and communication skills.
• Ability to work independently and collaborate effectively in a remote/hybrid environment.
• Fluency in English.  Multi-lingual fluency is advantageous.
• Willingness to travel up to 25% of the time.

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

• 8+ years experience in partnerships, alliances, or business development roles, preferably in the finance or technology sectors SaaS.

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