Senior Channel Manager - Houston, Texas

Essential Duties and Responsibilities

• Achieves sales operational objectives by contributing sales information, analysis, and recommendations to meet/exceed sales quotas; implementing sales programs; implementing productivity, quality and customer-service standards; identifying and resolving problems; coordinating audits; identifying trends; determining sales system improvements; implementing changes
• Maintains specific sales objectives by forecasting accurately and at a level that meets/exceeds sales quota; controls expenditures; initiates corrective actions
• Evaluates area competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracks industry news and trends
• Communicates and mitigates commissions payable to channel partners when necessary
• Manages sales agents resulting in the establishment and achievement of regional revenue and sales objectives by understanding customer base and product offerings; building and expanding accounts; forecasting the sales environment and expected regional sales volume and profit for existing and new products/services; analyzing costs; developing regional sales strategies, and account penetration objectives in line with organizational sales objectives; evaluating accounts
• Manages regional sales presentations by evaluating potential customer goals and needs; preparing sales to call and escalation guidelines; supporting and participating in sales calls and demonstrations; approving sales literature; organizing sales teams; approving proposals and requests for proposals (RFPs) and requests for information (RFIs); making key sales presentations; participating in product expositions
• Monitors sales results and provides sales management information by analyzing sales and account activity, call reports, customer service actions and collection reports; collecting, analyzing, and summarizing sales and expense data and trends
• Performs Quarterly Business Reviews, Business Plans, and partner contract compliance as needed
• Updates job knowledge and skill by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; benchmarking state-of-the-art practices
• Drives to customers sites and partner locations for training and coaching or provides training via webinars remotely

Qualifications

Required:

• Bachelor's degree in Business Administration, Marketing, Sales, or related field
• Minimum 5 years of experience in sales, preferably in a channel management role
• Proven track record of achieving and exceeding sales targets
• Strong negotiation and relationship-building skills
• Excellent communication and presentation skills
• Ability to work independently and manage multiple priorities

Preferred:

• Experience in the telecommunications or technology industry
• Knowledge of sales methodologies and CRM systems
• Experience with sales analytics and reporting