About NCR Corporation
NCR Corporation (NYSE: NCR) is the global leader in consumer transaction technologies, turning everyday interactions with businesses into exceptional experiences. With its software, hardware, and portfolio of services, NCR enables nearly 700 million transactions daily across retail, financial, travel, hospitality, telecom and technology, and small business. NCR solutions run the everyday transactions that make your life easier. NCR is headquartered in Duluth, Georgia, with approximately 29,000 employees and does business in 180 countries.
Position Summary & Key Areas of Responsibility
The Channel Account Manager is responsible for achieving established revenue goals through the recruitment, development and management of a network of assigned resellers. Duties would include establishing and executing key accounts plans with named Partner firms with a focus on accelerating sales growth, promoting complete NCR solutions and further penetrating customer accounts and targeted vertical markets. Effectively utilize internal and external NCR resources to support plan initiatives, resolve customer support issues and identify new market/product opportunities. Develop a thorough understanding of your assigned Resellers business environment and create a strategic plan to focus on growing NCR’s complete solution and services offering with that region.
Revenue: Develop, realize and maintain incremental revenue by selling and advocating NCR products “to”, ‘through”, and “with” partners within specified territory and or assigned accounts.
Management of NCR resellers, down-market partner - tier 3 to 6.
Establish relationship with key levels within a reseller organization to promote NCR’s solution suite of products and services as an integral part of the resellers offering and annual plan
Account Coverage: Qualify, establish and maintain NCR value propositions to targeted partners in specified territory
Enablement: Market current programs and develop strategic plans with select partners to further penetrate current markets, identify new markets and promote the complete NCR solution
Partnering with Channel Marketing, manage and implement marketing plans and events with select partners
Recommend pricing of NCR’s solution suite to meet competitive situations on named accounts
Pipeline Management: Identify, track and facilitate closure of key opportunities
Territory Planning: Develop a territory plan to address targeted vertical opportunities and grow NCR’ s complete product offering Manage key relationships with NCR Direct Account Managers, Product Managers to effectively facilitate the identification, management and closure of various sales opportunities.
Execute and contribute to the development of channel sales programs
Act as conduit back to NCR of information relating to competition, industry changes, program needs or changes, product input and general business health.
Effectively utilize resources such as Territory Account Managers, Center of Expertise Staff and other internal support organizations to provide appropriate and timely support to our customers
Is proficient in products, services, policy and programs and can effectively communicate such to our channel partners and customers.
Prudently manages expenses in accordance to stated guidelines and established budgets. Evaluates, dispenses and follows up with leads provided to Resellers. Performs other duties as assigned.
• Bachelor’s degree in Business, Marketing, Engineering, Finance. (MBA a plus)
• 10+ years of channel sales experience within retail industry (grocery, specialty,
• Track record of consistently exceeding targets
• Demonstrated expertise in creating, executing and driving solution selling and product marketing for a technical product
• Proven ability to analyze and take action on marketing programs, joint value propositions and business plans for strategic partners
• Strong business acumen, negotiation abilities and experience in building a partner-based business
• Strong business planning, account management and consultation skills
•Excellent team player. Willing to take leadership role in driving initiatives, working across organizations and structuring new approaches to new opportunities.
• Cross-functional influence, relationship building, and project management skills for a broad range of constituencies, including partners, national accounts team, marketing and technical management.