Description
Enterprise Partners are looking for an experienced Channel Manager for EMEA for their key client who are a leader in the big data space.The Channel Manager is responsible for expanding and managing the client's business within strategic, large global Systems Integrators like Accenture, Capgemini, Deloitte, ATOS, etc…. These partners are growing rapidly their Big Data practices and my client is a great fit for them. The Channel Manager's main responsibility is to evangelise my client's solutions and technology at the right level so it becomes a structural component within the offerings of these major systems integrators.
The candidate is required to provide a proven track record of being an over-performer who can manage stressful situations professionally and methodically, and should already have a decent network within some of these organisations.
Responsibilities
- Developing and managing relationships and alliances within large strategic, global SIs for the EMEA & APAC market
- Managing complex sales-cycles and presenting to C-level I.T. and business executives the value of the BI Suite together with these SIs
- Forecasting sales activity and revenue achievement in Salesforce.com, while creating satisfied and reference-able customers and partners
- Evangelising and educating their product and solution offerings via the Web / phone
- Building jointly agreed business plans with the partner and ensure execution of business plan based on defined metrics.
Required Skills/Experience
- 7+ years of channel development for software or technology sales and account management experience within large SIs
- Experience in building strategic relationships and growing the business with partners.
- Successful solution software direct and/or indirect sales experience
- Understanding of GTM models of large SIs
- BI experience is a significant advantage
Recent experience selling into Big Data environments desired
- Demonstrated problem solving skills such as combined consulting background and software sales experience
- Demonstrable knowledge of key ROI and TCO principles
- Experience managing the sales cycle from business champion to the CEO/CFO level
- Track record of over-achieving quota (top 10-20% of company) consistently
- Strong and demonstrated written and verbal communications skills
- Experience managing and closing complex sales cycles
- Ability to work in a fast-paced, team environment
- Strong customer references