Job Details
Channel Development Manager
Herndon, VA (On-Site with travel to client sites)
$80,000 Base + $20,000 Bonus
You will be responsible for managing the relationships between the company and reseller partners and you will ensure that all parties involved in a transaction are happy with the results and satisfied with the experience. You will also be responsible for business planning, channel sales, account management, and working with channel partners to drive sales and achieve revenue targets.
Responsibilities:
- Develop and maintain strong relationships with clients, including senior executives and key decision makers
- Implement and evaluate new campaigns to ensure they are fulfilling business objectives such as increasing sales leads and generating top line revenue
- Meet regularly with clients to discuss campaign progress and address any issues that may arise
- Coordinate with marketing teams to ensure that all elements of a campaign are delivered on time and within budget
- Negotiating contract terms with clients to ensure that they are mutually beneficial for both parties
- Coordinate Partner access to Sales Engineering, Field Marketing and overlay resources as appropriate
- Coordinate local Partner participation in events and training
- Drive product and promotions and programs
- Attend meetings, conference calls, and partner events as designated by management
- Read all communications and maintain a high level of knowledge on all products, programs and promotions
- Recruitment of partners in territory into partner programs
- Develop, manage and execute Partner territory plans
- Meet with Partners, participate in joint sales calls with customers and assist the Partner in closing opportunities
- Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
- Train partners on product, processes, and effective sales techniques
- Escalate any pricing, SLA or other issues as needed
- Discover and manage sales opportunities with all designated Partners in region, providing accurate and updated sales funnel with current status
- Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements