Storage Channel Manager

Confidential Company  •  Mississauga, ON

8 - 10 years experience  •  Technology

Salary depends on experience
Posted on 06/29/18
Confidential Company
Mississauga, ON
8 - 10 years experience
Technology
Salary depends on experience
Posted on 06/29/18

Responsibilities:

  • Serves as the expert to the partner for extremely complex information regarding storage product, services, and software transitions, promotions, and configurations.
  • Promotes company storage offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
  • Establishes and maintains account plans to promote storage sales growth.
  • Achieves assigned quota for company products, services and software.
  • Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
  • Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
  • Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
  • Provides the business rationale and risk assessment for making company investments in the partner.
  • Ensures partners are compliant with legal and SBC practices.
  • May drive SOW growth with distributors who are managing small partners on behalf of company.
  • May recruit and develop business relationship with new partners.

Education and Experience Required:

  • University or Bachelor's degree.
  • Typically 8-12 years of selling experience at end- user account or partner level.
  • Experience selling to partners in a complex environment.

Knowledge and Skills:

  • Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
  • Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
  • Thorough understanding of company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
  • Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
  • Develops strategic plans with the partner to grow the size of the business and company's share.
  • Partners effectively with others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner's sales force.
  • Coordinates and directs efforts across company sales teams and across business groups.
  • Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

Job ID 1027793

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