Channel Manager

About the role

As a Channel Sales Manager, you will win, maintain, and expand relationships with assigned Technology Advisors in your territory. You will be responsible for achieving sales, profitability, and partner recruitment objectives while owning the partner relationship and representing the entire range of company products and services.

Responsibilities

• Own the relationship with assigned Technology Advisors in your territory.
• Establish productive, professional relationships with key personnel in assigned Technology Advisor accounts.
• Coordinate the involvement of AppDirect personnel, including engineering, support, service, and management resources, to meet partner performance objectives and partners’ expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned Technology Advisor accounts.
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship, and document them in Technology Advisor account plans.
• Proactively assess, clarify, and validate Technology Advisor needs on an ongoing basis.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

Requirements

• Bachelor's degree.
• 2+ years of channel sales experience in a business-to-business sales environment.
• Advanced knowledge of industry software and hardware terminology and concepts.
• Outstanding collaboration and communication skills.
• Exceptional written and verbal communication skills.
• Strong customer-facing, presentation, and negotiation skills.
• Ability to effectively position and contrast competitive solutions to the customer.
• Ability to work effectively in a fast-paced, results-oriented environment.
• Familiarity with Google G-suite, Salesforce.Com, and various business software applications.
• Ability to analyze data and find opportunities and risks.
• A positive attitude, regardless of the circumstances; you take ownership and focus on achieving the best outcomes.
• Willingness to travel as required.

At AppDirect, we believe that innovation thrives in an environment that houses diversity of excellence, experience, and thought. We respect each AppDirector as their own fingerprint; unique with no one alike. We foster an environment of inclusion without regard to race, religion, age, sexual orientation, or gender identity, enabling AppDirectors to embrace their uniqueness to do their best work.