Description
Channel Marketing Activation Manager
Reading - daily travel required
Brook Street are currently working on behalf of our Global IT client to recruit a Channel Marketing Activation Manager. This is a contract role running until the end of June 2105 based in Reading, but with daily travel involved.
Team/Department Mission
The OEM team's is responsible for attaching genuine company products to devices. The team works with OEM hardware partners and the channel to increase the volume of the PC and Server markets sold into the SMB space and the company products attached to those devices.
Role Purpose
Act as a business development manager to increase the company mindshare of the sales teams, business managers and presales teams of our channel partners, both distribution and resellers.
Ensure sales teams in the partners are ready, motivated and capable of driving the product proposition to customers.
Key Accountabilities
Working closely with the Partner Account Manager (PAM) to execute against the Partner Business Plan the Channel Marketing Specialist is the face of the company within the partner and is responsible for the following within their accounts:
Partner Readiness
* Training sessions - delivering small 'lunch & learn' sessions along with deskside coaching
* Sales call coaching - working with individual sales people to help them identify potential customers and improve selling of the individual seller
Sales motivation
* Working with the sales managers to agree targets and performance of sales teams
* Sales team floor walks to answer questions and identify new opportunities to increase sales volume
Marketing & Biz development
* Sales incentive delivery & support
* Running focus and spiff days
* Identify new ways to increase attach rates and business from across the partner
Product champion
* Work with the PAM and Marketing manager to ensure effective delivery of partner readiness plan within the account
* Generate excitement across the sales floor of the new product line up
* Be the expert on the floor able to confidently talk to the teams about the company products
Reporting
* Collect PC and Server volume data from accounts and product monthly reporting on attach rates and market feedback
Key Success Criteria
* Attach rate of individual account against plan
* Knowledge and awareness of channel teams of current and new products
* Premium mix of units
* Partner satisfaction as measured in the annual CPE survey
* Attach of CALS to Server OS units
* Mix of Feature Devices distributed through the channel
Knowledge, Skills and Experience
1) Essential Experience
* Knowledge and understanding of server and PC market and products
* Experience of working with distribution and/or resellers
* Proven track record of similar role within the channel
* Experience of working across complex multiple teams and businesses
* Partner facing experience essential
2) Technical/Functional Skills
* Industry knowledge of server and PC market
* Specific knowledge on OEM products an advantage but not required
3) Personal Attributes/Interpersonal Skills
* Self-starter and self-motivated
* Strong communication and presentation skills
* High degree of organisation skills
* Great people skills and ability to make an impact on sales floors
4) Qualifications
* Degree desirable but not required
5) Special Requirements/Additional Information
* Role is externally based so successful candidate will travel across the UK to visit partners daily
As a Brook Street contractor you will be entitled to 25 days holiday per annum, 8 days paid Bank Holidays, discounted gym membership, use of the onsite health facility, access to online learning and training, free parking and an excellent subsidised restaurant. In addition, subject to qualification criteria, you will have the potential opportunity to earn bonus.
Salary: £30,000 per annum plus AWR bonus
Location: Reading - Role services the company's North of England clients so there will be daily travel involved.
Short listing Deadline: 3pm Thursday 4th September 2014