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Channel Account Manager – Sensormatic Solutions
Job Description
As a Channel Account Manager for Sensormatic Solutions you will be
responsible for driving sales and revenue growth within an assigned territory
of targeted Channel Partners. The Channel Account Manager, reporting directly
to the either the Country Manager, Sensormatic Solutions and dotted line to the
Regional Channel Leader or the Regional Channel Leader This role is responsible
for recruiting, enabling, and developing Channel Partners and implementing
sales strategies to create interest, demand, and product recognition to
maximize revenue while meeting/exceeding sales goals. She/he will represent
the company in all activities associated with reseller channel and alliance
activities. You will be responsible for researching markets, identifying and
approaching prospective partners, developing relationships, establishing
partner agreements and assuring the successful launch of new sales territories
in partnership with the regional sales leadership and indirect/direct sales
teams.
What you’ll do
? Implements core channel programs, tools, plans, incentives to produce
positive channel results, minimize channel conflict, deliver channel value,
enable growth within the channel eco-system and contain channel costs worldwide.
? Jointly sets financial target(s) for profitable sales volume and strategic
objectives in partner accounts together with the Regional Channel Leader and
local Retail direct leadership.
? Proactively leads a joint partner planning process that develops mutual
performance objectives, financial targets and critical milestones associated
with a productive partner relationship.
? Align with field operations team(s) to create and roll out competitive
systems/processes to support a positive partner experience and results
worldwide.
? Jointly analyze with marketing and the regions, relevant competitive
channel programs in our market. Exploit data to train sales, product, and
support teams on how to address competitor’s channel strategies.
? Jointly lead all channel solutions development and enablement efforts to
best address end-user needs by coordinating the involvement of all necessary
company and partner personnel.
? Drives adoption of company programs within the targeted partner eco-system
while ensuring partner compliance with partner agreements.
? Manages potential channel conflict with other company sales channels by
fostering excellent communication internally and externally, and through strict
adherence to channel rules of engagement.
? Drives the involvement of company personnel, including support, service,
and management resources to meet partner performance objectives and partners’
expectations.
? Develops appropriate approaches in the territory to proactively address
under-performing customer segments and partners.
? Works with Territory Management and local Retail Management in the joint
development of go to market strategies, territory and account plans.
? Establishes productive, professional relationships with key personnel in
core partner accounts.
? Establishes and assures a smooth transition/enablement of all new partner
relationship.
? Proactively assesses, clarifies, and validates partner and program needs on
an ongoing basis and provide periodic readouts to senior leadership.
What you’ll bring
? Proven experience in winning deals with multiple stakeholders
? Demonstrated experience executing successful agreements and business plans
with Channel Partners and Value-Added Resellers
? Relationships with key Channel Partners in the defined Retail and
Technology space
? Excellent leadership skills necessary to operate at CxO level – selling and
delivering multi-solution portfolio engagements.
? Understanding and ability to take responsibility for volume, quality, and
delivery of end results, planning and finances/budget for a channel globally
and on an area or regional basis.
? Collaborative approach to enlist the support of the sales teams,
implementation resources, service resources, and other management resources as
needed.
? Skilled communicator who influences and shapes images within the functional
area.
? Proactively manages diverse company resource involvement with partner(s)
and end-user customer(s) management as appropriate.
? Ability to define sales quota across the regional partner eco-system and
manage pipeline via Salesforce and related toolsets.
? Motivated with an exceptional ability to work in a diverse collaborative
team environment.
? Solid program management and business development skills.
? Excellent presentation skills and communication skills.
Experience
? Bachelor’s degree from an accredited institution and; courses or
certifications preferred.
? 10 years of leadership experience in high-tech sales, channels, alliances,
ISVs, business development, and management that includes developing programs
and managing global teams.
? 10 years of software/hardware solutions development and selling within the
enterprise and Security and CCTV or RFID or retail IT solution markets.
? Proven track record of building and expanding a partner eco-system while
driving revenue growth.
? Experience executing a channel strategy, appropriate goals and incentives
for channel partners.
? Demonstrated experience working with distributors, resellers, and
value-added resellers.
? Direct sales, channel sales, alliance management, and sales management
experience.
? Solid working knowledge and experience within Retail and Loss Prevention,
Operations and Sales.