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Channel Sales Manager

2 meses atrás

São Paulo, São Paulo, Brasil Appgate Tempo inteiro
About the Role

The Channel Director plays a pivotal role in winning, maintaining, and expanding relationships with Appgate partners. As a Channel Manager, you will be responsible for achieving sales and partner recruitment objectives, reporting directly to the SVP of Regional Sales LATAM at Appgate.

Key Responsibilities
  1. Establish and maintain productive, professional relationships with key personnel in key partner accounts, coordinating the involvement of company personnel to meet partner performance objectives and expectations.
  2. Work with Appgate regional sales teams to develop a solid plan and process to drive incremental and net new revenue through Appgate partners to Appgate Clients.
  3. Develop a sell-with strategy to enable partner sales resources, define messaging, provide product training, and create customized deliverables that meet each partner's specific needs in the market.
  4. Develop strategic objectives in all designated strategic partner accounts.
  5. Develop, coordinate, and deliver sales training to the partners' sales team, including product knowledge and value proposition along with competitive differentiators.
  6. Establish strong relationships based on trust with partners' executive leadership team.
  7. Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  8. Proactively assess, clarify, and validate partner needs on an ongoing basis.
  9. Drive sales through partner organizations to end users in coordination with partner sales resources, direct sales team, and SE's.
  10. 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.
  11. Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
  12. Ensure partner compliance with partner agreements.
  13. Drive adoption of company programs among assigned partners.
  14. Proactively recruit new qualifying partners.
  15. Achieve assigned channel quota in designated partner accounts.
  16. Meet assigned expectations for profitability.
  17. Complete partner account plans that meet company standards.
  18. Maintain high partner satisfaction ratings that meet company standards.
  19. Complete required training and development objectives within the assigned time frame.
  20. Enlist the support of the direct sales team members, sales specialists, implementation resources, service resources, and other sales and management resources as needed.
  21. Work closely with the product marketing team to deliver accurate, tailored deliverables needed to align with partner strategy.
  22. Closely coordinate company executive involvement with partner and end-user customer management as appropriate.
  23. Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
Requirements

Required:

Bachelor's degree

5 - 10 years' experience working for a security software provider in Channel Manager capacity

Salesforce experience preferred.