Channel Sales Manager

 

Description:

Strategically cultivate and manage a network of channel partners, drive revenue growth through effective sales strategies, and foster strong relationships to expand market reach and achieve business objectives.

 

Channel Development:

• Develop and execute channel strategies to expand the company's reach and market presence.
• Identify potential channel partners, evaluate their suitability, and onboard new partners.
• Establish strong relationships with channel partners and provide necessary support to maximize their sales potential.

Sales Target Achievement:

• Set sales targets for channel partners and work closely with them to ensure targets are met or exceeded.
• Monitor sales performance, analyse sales data, and identify areas for improvement.
• Provide guidance, training, and support to channel partners to enhance their sales capabilities.

Channel Partner Management:

• Manage and nurture relationships with channel partners to ensure their satisfaction and loyalty.
• Conduct regular business reviews with channel partners to evaluate performance, address concerns, and identify growth opportunities.
• Collaborate with channel partners to develop joint marketing and sales strategies.

Market Analysis and Competitive Intelligence:

• Gather market intelligence and analyse market trends, competitor activities, and customer preferences.
• Provide insights and recommendations to the management team regarding market opportunities and competitive threats.
• Adapt sales strategies and offerings based on market dynamics and customer demands.

Sales Forecasting and Reporting:

• Prepare accurate sales forecasts and monitor sales pipelines.
• Generate sales reports and provide timely updates to the management team.
• Analyse sales data to identify trends, patterns, and areas for improvement.

Product and Pricing Strategy:

• Collaborate with product management teams to understand product portfolio and pricing strategies.
• Communicate product updates, promotions, and pricing changes to channel partners.
• Ensure channel partners have the necessary product knowledge to effectively promote and sell the company's offerings.

Relationship Building:

• Foster strong relationships with key stakeholders, including channel partners, customers, and internal teams.
• Collaborate with internal teams such as marketing, operations, and finance to align strategies and achieve common objectives.
• Act as a point of contact for channel partners, addressing their inquiries, concerns, and requests in a timely manner.

Channel Marketing Support:

• Work closely with the marketing team to develop channel-specific marketing initiatives and campaigns.
• Provide marketing support and resources to channel partners to drive awareness and demand for the company's products.
• Track and evaluate the effectiveness of channel marketing activities.

 

Knowledge:

§ Degree in business, marketing, communication, or IT-related field.

§ Channel Sales Strategies: Understanding of channel sales models, distribution networks, and best practices in the IT Distribution industry.

§ Product Knowledge: Familiarity with IT products – Active & Passive, Server, Storage, Backup Solutions, Datacentres, Structured Cabling products etc..

§ Market Trends: Awareness of market dynamics, customer preferences, and emerging trends in the IT distribution sector.

§ Competitive Landscape: Knowledge of competitors' offerings, pricing strategies, and market positioning.

Experience:

§ 8-10 years of experience in managing channel partners, driving revenue growth, and meeting sales targets.

§ Relationship Building: Proven track record of building strong relationships with channel partners and other stakeholders.

§ Sales and Business Development: Experience in sales, business development, or account management in the IT industry.

§ Market Analysis: Exposure to market analysis, competitor research, and identifying market opportunities.

Skills:

§ Strong sales acumen, persuasive communication, and negotiation skills to drive successful sales outcomes.

§ Ability to build and maintain effective relationships with channel partners, customers, and internal teams.

§ Capability to develop and execute channel strategies aligned with business objectives.

§ Proficiency in analysing sales data, market trends, and performance metrics to make informed decisions.

§ Skill in leading cross-functional teams, collaborating with internal stakeholders, and influencing others.

§ Drive for achieving sales targets, meeting deadlines, and delivering measurable business outcomes.

§ Excellent verbal and written communication skills to effectively convey value propositions, sales strategies, and engage stakeholders.