About the job

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:

• Define and implement the channel strategy and roadmap of the assigned service/product’s line in alignment with the management
• Lead the partners’ relations in alignment with the company’s management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales in the assigned territory
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future services/products by conducting market research supported by on-going visits to existing and potential customers
• Execute and supervise the entire sales cycle from quotation to collection
• Track credit and/or payment performance, review outstanding settlements and manage resolutions accordingly
• Generate sales for the entire service/product line in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs
• Develop and deliver accurate sales forecasts and market development reports in line with business objectives
• Promote the service(s)/product(s) and the company within the region
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

Requirements:

• Minimum 3–5 years of relevant experience in channel management.
• Candidates with Dell experience and a strong understanding of the channel ecosystem will be preferred.
• Experience with Lenovo, HP or HPE, preferably in channel/distribution management can be considered.

• Develop the sales strategy while driving the recruitment of partners, overseeing account profiles and planning a growing market share through set targets.
• Monitor competitors’ activities, deals with resellers and coordinates with the marketing team on channel activities and programs.
• Define and implement the channel strategy and roadmap of the assigned service/product’s line in alignment with the management
• Lead the partners’ relations in alignment with the company’s management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales in the assigned territory
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future services/products by conducting market research supported by on-going visits to existing and potential customers
• Execute and supervise the entire sales cycle from quotation to collection
• Track credit and/or payment performance, review outstanding settlements and manage resolutions accordingly
• Generate sales for the entire service/product line in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs
• Develop and deliver accurate sales forecasts and market development reports in line with business objectives
• Promote the service(s)/product(s) and the company within the region
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

• Channel management
• Sales strategy
• Partner recruitment
• Account management
• Market share growth
• Competitor analysis
• Reseller management
• Marketing coordination
• Relationship building
• Customer database management
• Data analysis
• Market research
• Sales cycle management
• Credit and payment performance tracking
• Sales forecasting
• Market development reporting
• Salesforce.com CRM

• Minimum 3–5 years of relevant experience in channel management.
• Dell experience and a strong understanding of the channel ecosystem will be preferred.
• Experience with Lenovo, HP or HPE, preferably in channel/distribution management can be considered.