Channel Manager

Job Title

Channel Manager

Job Scope

MiCloudSW is hiring Channel Sales / Partner Development Manager to grow our B2B business with resellers, distributors and managed service providers in the Partner Network. This candidate will be responsible for achieving pipeline and sales objectives with channel partners in respective territory.

Main Duties and Responsibilities

• Manage, develop and grow a set of named partners to drive revenue for Cloud Software Group Eastern Europe in Czech, Slovakia and Hungary.
• Manage selected set of partners in entire geographic territory.
• Develop partners and strengthen relationships to drive commitment to Cloud Software Group products and solutions.
• Maximizes partner revenue generation by managing all non-opportunity/deal specific activities associated with partner recruitment, partner enablement, partner executive relationships, partner business planning, partner demand generation, rep to rep relationship management, overall partner support, forecasting, deal and program administration.
• Drives new product adoption, partner demo capability, partner sales and technical learning paths and strengthens overall relationships to drive commitment to CSG products and solutions.
• Leverages territory team of specialists to drive enablement and marketing activities for partner training and marketing execution activities.

• Pipeline Development - Build meaningful relationships with partner companies, lead meetings and product demos, and create innovative strategies to evangelize solution offering.
• Sales Support to Partners - Support and monitor partner-led sales opportunities as the primary contact to the partner’s sales representative(s).
• Performance Tracking & Reporting - Track, maintain and report on data and metrics to ensure accurate sales reporting and forecasting for partner-led business. This will entail direct collaboration with Sales Team.
• Value Creation - Analyze the health of key channel partner relationships and provide continuous recommendations on area of improvement to sales leadership.
• Partner Marketing - Work with Marketing teams to develop channel focused campaigns and assets to support the objectives of partner program.
• Cross-Functional Feedback - Communicate feedback from partners on the product, sales and marketing to the appropriate stakeholders.

Position Requirements

• Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcoming objections, return on investment analysis, closing the sale through appropriate procurement vehicle (shrink wrap, licensing, etc.)
• Ability to differentiate Cloud Software Group from competitors and deliver value proposition.
• Proven track record for supporting a partner network in account planning, pricing and closing deals as well as direct customer engagement and closing including presentation & negotiation skills.
• Strong ability to build and leverage relationships and networks in a matrix organization to generate, pursue and close deals.
• Solid knowledge of partner ecosystem & key customer accounts in his/her territory
• Solid understanding of business and technology across Cloud Software Group portfolio
• Strong work ethic, attitude and follow through ability
• Ability to travel within assigned territory.
• A consultative approach in addressing partner needs and effective positioning.
• Exceptional interpersonal, communication and presentation skills, and the ability to clarify and summarize issues.
• Exceptional time management, organizational and problem-solving skills.
• A high energy level
• Advanced proficiency in Salesforce, Excel and PowerPoint.
• Air travel up to 50% of the time required.

Education

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

Experience

At least 5+ years of experience in channel sales for enterprise software solutions.

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