Job Description

Responsibilities: Serves as the expert to the commercial channel partner for complex information regarding product, services, and software transitions, promotions, and configurations. Educates and updates commercial channel partners on new technologies or solutions. May be brought in by channel to sell the brand to end customers. Establishes and maintains account plans to promote sales growth. Achieves assigned quota for products, services, and software. Transactional and relationship selling working within a team of selling professionals. Creates, fills-in and manages the company funnel for deals with commercial channel partners and transforms potential leads into joint sales activities. Establishes relationship with channel partners at all organization levels including senior executives. Ensures channel partners are compliant with legal and SBC practices. May drive SOW growth with distributors who are managing small channel partners on behalf of the company. May recruit and develop business relationship with new partners. Education and Experience Required: University or Bachelor's degree preferred. Typically 5-8 years of selling experience at end-user account or partner level. Solid experience in selling to partners in a complex environment. Knowledge and Skills: Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning. Develops account plans with channel partner to grow the company share of the business. Partners effectively with others in the account to ensure coordinated efficient account management. Ability to motivate channel's sales force. Solid understanding of pipeline management discipline and ability to explain benefits to channel partners.