Channel Sales Manager D-A-CH (SMB) (m/f)

Description

• The SMB Channel Sales Manager task is to manage a network of independent distributors and resellers for selling our clients' products to SMBs in the DACH region
• The Channel Sales Manager is responsible for all the indirect sales in the region and for achieving the predetermined sales goal
• The role includes building and implementing successful sales channel programs to leverage existing relationships and build on new opportunities
• The Channel Sales Manager works with cross-functional teams such as Product Management, Product Marketing and Product Development to achieve a full integration in the product life cycle
• Meet/Exceed Channel Sales Quota
• Manage sales activities of partners to generate revenue
• Coordinate with partners to create and execute business plans to meet sales goals
• Stay current with latest developments in marketplace and competitor activities
• Evaluate partner sales performance and recommend improvements
• Educate partners about product portfolio and complimentary services offered
• Organize channel training to educate, motivate and activate sales people
• Coordinates the involvement of support from other functional teams in order to meet assigned channel partner performance objectives and expectations
• Address partner related issues, sales conflicts and pricing issues in a timely manner
• Deliver customer presentations and attend sales meetings and partner conferences
• Assist in partner marketing activities such as tradeshows, campaigns and other promotional activities
• Recruit and onboard new channel partners
• Enable new & existing channel partners to position & sell products
• Manages weekly/monthly forecasting routines
• Collaborate with direct sales, business development, marketing, product management and engineering to facilitate new programs, offerings, and initiatives to drive channel success
• Identify and recommend the most appropriate regional exhibitions and coordinate participation
• Develop professional relationships with key decision-makers and opinion-leaders
• Represents company at trade association meetings to promote product

• Proven track record of successfully exceeding sales targets and wining over the competition
• Experience in international channel and direct sales and marketing and business development
• Demonstrated ability to operate independently, with initiative, and good business judgment
• Ability to immediately gain trust and prove relevancy with all management levels at newly recruited partners to deliver net new leads
• Excellent interpersonal, communication & presentation skills
• Strong negotiation and conflict resolution skills
• Willingness and ability travel at least 50%
• Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis
• Strong organizational and time management skills
• Availability to work extended hours outside standard 9-5 office hours
• Super motivated and hands-on team player
• BA/BS degree is required
• Own vehicle is strongly required
(all travel costs will be compensated)