Global Channel Sales Manager

About the role

This Global Channel Sales Manager – Semiconductor Industry (CSM) shall be responsible for providing strategic guidance for the Semiconductor commercial organization on all GT Sales activities at assigned channel partner(s) within GT. The CSM will collaborate with sales organization to manage channel partner(s) relationships and understand channel & end user account(s)' assigned to the channel partners business, ensuring action and responsiveness to channel partner(s), and assigned account(s), developing, and executing strategic selling and long-term business plans, and may have responsibility for selecting and leading teams.

Responsibilities

• Evaluate, Develop, implement, and execute channel strategic plan(s) with commercial organization to achieve revenue, profit, and share gain targets aligned with business units & regional plans.
• Work closely with the management & sales teams within the channel partner to train, coach, and develop new & cross selling opportunities to ensure growth attainment.
• Drive the process for channel business planning and reviews utilizing sales tools (Salesforce, LinkedIn Sales Navigator, IBP/GAINS Forecasting etc.). Monitor and report on progress vs. plan.
• Regularly meet with counterparts in channel partner(s) organization to enhance the quality and quantity of strategic relationships within channel partner(s) to maximize business opportunity.
• Coordinate all assigned territory activities by lining-up frequent meetings with all related persons of channel partner(s) and assigned account(s) and the company from all relevant regions. (This includes GT Direct Sales, Platform or Product Management, Engineering, Manufacturing, ATG, Quality, HR, and Finance as appropriate).
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
• Influence channel partner(s) & company inside & outside sales team to provide cross-functional expertise and local sales contacts, establish strong relationships with customers and GT internal team, execute plans, monitor results & relationships, taking action where required to drive results.
• Develop and report monthly, quarterly, & annual KPIs.
• In alignment with Regional Sales Management objectives, direct Sales forecasting activities and execute Sales activities and monitor sales activity against forecast as required.
• Communicate clearly the progress of monthly/quarterly/annual initiatives to internal and external stakeholders (channel partners & GT Sales Management).
• Facilitate collection of competitive intelligence (competitor activities, product development and sales, strategies, promotions, pricing) within channel partner(s) assigned accounts.
• Partner with Product Managers on translating customer and industry trends to GT portfolio opportunities and develop strategy & action plan to gain share.
• Develop and implement channel partner(s) pricing strategy to maximize SOM and profitability aligned to Product Management strategy.
• Negotiate/provide guidance on master agreements including contract pricing, terms, and other elements to create long term alignment and growth.
• Partner with channel partner(s) to provide feedback to marketing on the success of sales promotions.
• Provides customer insight and requirements towards developing market, segment, and/or product collateral that supports value proposition development and growth.
• Work closely with Marketing team to support on marketing materials, exhibition and road show in order to enable success with Channel partners.
• Lead overall Channel Partner strategy regionally, including identifying new, evaluating existing, and deselecting underperforming partners.
• Work closely with channel partner account managers to drive best practices, standardize commercial structure, and drive growth.
• Monitor and drive accountability with channel partner to perform and drive sustainable growth.
• Implement consistent global channel partner agreements that align strategy with Industry initiatives and business development requirements.

Qualifications

• Education: Bachelor's degree strongly preferred (or equivalent experience), Master's degree desired.
• 10 years related Field (Outside) Sales experience and 5 years of Channel Management preferred.
• Demonstrated ability to work effectively with a diverse team to develop a sales territory and successfully penetrate the market. Successful territory development experience required.
• Technical Knowledge - Must have the capability to understand the technical applications of our products and represent products positively.
• Cross Functional Collaboration - Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.
• Understands Sales process and relevant tools/processes (SWOT, value-based pricing/selling, and cost estimating process).
• Excellent listening, negotiation, and presentation skills.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
• Experience in delivering client-focused solutions based on customer needs.
• Able to work well in a team environment and influence. Team leadership capabilities must be able to work effectively with a diverse multi-functional team of technical and sales professional to meet the goals related to specific products either currently available or being developed.
• Able to make decisions consistent with business vision.
• Professional and assertive work style with excellent communication skills both verbal and written.
• Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.
• Cultural knowledge, cognizance and understanding of acceptable behavioral practices and cultural differences in the business and social environment.
• Ability to travel 30-50% of time (domestic and international), including valid driver's license.

Physical Requirements

• Standing: Frequently (46-100%)
• Sitting: Frequently (46-100%)
• Lifting: Up to 25lbs without assistance
• Carrying: Up to 15lbs without assistance
• Walking: Frequently (46-100%)
• Hearing: Ability to detect noises with or without corrective device(s)
• Vision: Clarity of vision, with or without corrective lenses

Mental Requirements

• Problem Solving: Frequently (46-100%)
• Making Decisions: Ability to make decisions that have a significant impact
• Supervise: Occasionally (16-45%)
• Interpret Data: Frequently (46-100%)
• Organize: Frequently (46-100%)
• Read/Write: Frequently (46-100%)
• Communication: Frequently (46-100%)

Work Environment

• High Temperatures: Occasionally (16-45%)
• Low Temperatures: Occasionally (16-45%)
• Noises: Moderate (business office with computers, printers, and light office noises)
• Fumes Exposure: Occasionally (16-45%)

Benefits

We provide eligible employees with a competitive benefits package that includes health insurance, flexible spending accounts, health savings account, 401k savings plan, life and disability insurance, tuition assistance and more, to meet the diverse needs of all employees and their family members.