Strategic Account Manager, Reseller Network

Our Reseller team creates world class relationships with like-minded hotel technology companies, which when combined bring our customers the very best in guest management services.
This exciting newly created role is responsible for establishing and growing SiteMinder's global reseller network of PMS, CRS and similar travel tech companies in the LATAM region.
You will manage a small number of resellers enabling joint growth for them and SiteMinder.
People successful in this role...
- Have proven experience in a Sales or Partnerships capacity, driving revenue growth through indirect sales channels and hitting KPIs
- Ideal experience 5+ years channel sales ideally with a background in the hospitality and/or technology SaaS
- Understand the hotel industry and the dynamics of its players specifically in the PMS & CRS or distribution space
- Fluent English, Spanish, and Portuguese
- Ability to create, maintain and enhance partner relationships, negotiate and sell, operate on a strategic or detailed level as required
- Persistence - skilled at overcoming objections and driven to succeed
- Bring a proven track record of successfully establishing, growing and managing a partnership/key account/channel sales portfolio within a hospitality/technology company
- Be skilled at negotiating and influencing to maximise the resellers' growth potential
- Demonstrate commitment to the Reseller team globally, to ensure the overall team achieves its goals, objectives and SLAs
This job is all about...
- Revenue Growth: Create and manage integrated account strategies for designated accounts and conduct quarterly business reviews. Identify and pursue opportunities to gain new reseller partners in key indirect sales regions
- Reseller Account Management: Work with the Product and Technical Teams to ensure that the product roadmap and direction is shared and created with the resellers' needs in mind and that all product features and support cases are managed. Communicate with the resellers clearly and in a timely manner on a range of problems, such as conflict resolution, account disputes, compensation claims and compliance on deliverables and revenue
- Meeting KPIs and Goals: Set the reseller's expectations in alignment with SiteMinder's SLAs and deliver on expectations. Work with the Reseller Services Team to ensure adherence to support SLAs and required reseller training
- Product Alignment: Manage and troubleshoot property migrations to new products and platforms and ensure needs of resellers align with product strategy and roadmap
- Stakeholder Management: Influence and liaise with a variety of internal stakeholders across departments (Marketing, Accounting, Onboarding, Sales, Support, Customer Success, Product, etc.)
- Travel Required: Travel regularly within the AMERS region to attend travel shows and meet our reseller partners in person. (Monthly/Quarterly travel post-Covid)
This role works closely with:
- Reports to: Regional Director Reseller Network, AMERS & APAC
- Managing: None
- Collaborating with: Reseller Account Portfolio, SiteMinder Teams: Sales, Sales Solutions, Onboarding, Premium Services, Marketing, Accounting, Product
- Location: This position is being offered on a work-from-home/remote basis for applicants in Mexico, Columbia, Chile, or Brazil #LI-remote
Why join SiteMinder HQ? At SiteMinder, you'll do the best work of your career. We're the trailblazers of our industry and our enemy is closed thinking, so you'll have the chance to be creative and question the status quo.
Every day, you'll have new problems to solve - and meet new people to learn from. We continue to grow rapidly and we're committed to supporting the learning you need as you grow with us.

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