Vendor Manager - ThalesDaily Roles & Responsibilities of a Vendor ManagerVendor Relationship Management
- Serve as the primary point of contact between Climb and assigned vendors.
- Maintain regular communication with vendor channel managers, sales leaders, and partner teams.
- Understand/Execute on vendor GTM Strategy targeting IPP/ICP.
- Schedule and conduct vendor check-in meetings to review sales performance, pipeline, promotions, and strategic initiatives.
- Act as a trusted advisor to vendors by providing market feedback, reseller insights, and growth recommendations.
- Escalate and resolve vendor-related issues impacting reseller satisfaction or revenue opportunities.
Sales Growth & Revenue Development
- Drive monthly, quarterly, and annual sales growth targets for assigned vendors.
- Review daily sales activity, bookings, pipeline reports, and forecast opportunities.
- Identify opportunities for upselling, cross-selling, and expanding vendor product adoption.
- Establish/maintain planning sessions with Climb Field Sellers
- Collaborate with Climb sales representatives to uncover and develop new business opportunities.
- Track progress against vendor KPIs and implement corrective actions when performance lags.
Reseller Recruitment & Enablement
- Prospect and recruit new reseller partners to grow the vendor's channel presence.
- Engage with existing reseller accounts to increase product awareness and utilization.
- Conduct reseller onboarding activities and introduce key vendor programs.
- Educate partners on vendor solutions, pricing programs, incentives, and competitive differentiators.
- Support reseller sales teams throughout the sales cycle to increase conversion rates.
Opportunity & Pipeline Management
- Review and manage sales pipeline opportunities daily.
- Follow up with sales representatives and resellers on open quotes and deal registrations.
- Track high-value opportunities and provide visibility to management and vendor stakeholders.
- Prepare pipeline reports and sales forecasts.
- Monitor end-of-month opportunity watchlists and assist in closing outstanding deals.
Product Expertise & Training
- Maintain current certifications and complete vendor training requirements.
- Stay informed on product updates, roadmap announcements, and new releases.
- Serve as the internal subject matter expert for assigned vendors.
- Answer product, licensing, and program questions from sales teams and resellers.
- Deliver solution positioning guidance.
Sales Enablement
- Train field, inside sales teams & reseller partners on vendor solutions and programs.
- Support sales representatives with opportunity strategies and partner presentations.
Marketing & Demand Generation
- Work with marketing teams to plan and execute campaigns.
- Participate in campaign planning sessions and establish target audiences.
- Track marketing-generated leads and ensure timely follow-up.
- Measure campaign effectiveness and communicate results to vendors.
- Support webinars, workshops, email marketing initiatives, and promotional activities.
Vendor Process & Operations Management
- Maintain expertise in vendor quoting, ordering, deal registration, and pricing processes.
- Assist sales teams and resellers with operational questions and transaction support.
- Ensure quotes, orders, and registrations move efficiently through the sales cycle.
- Identify process improvements that make it easier for partners to do business with Climb.
- Collaborate with operations teams to resolve fulfillment and order-related challenges.
Vendor & Partner Escalation Management
- Act as the central escalation point for critical reseller and vendor issues.
- Investigate delivery, pricing, licensing, support, and program-related concerns.
- Ensure customer satisfaction is maintained throughout the resolution process.
Market Intelligence & Strategic Planning
- Monitor market trends, competitive activity, and emerging technologies.
- Identify growth opportunities in new markets, verticals, and solution areas.
- Develop strategic business plans to increase market share and sales performance.
- Host Quarterly Business Reviews
Events & Partner Engagement
- Attend vendor, reseller, and/or industry events as needed.
- Present vendor solutions and business updates at partner meetings.
- Coordinate participation in trade shows, conferences, and webinars.
- Network with channel partners and vendor representatives leveraging Climb Field relationships.
- Generate new opportunities through event engagement and follow-up activities.
About you1. Drive and Competitive NatureWhat it looks like:
- Motivated by goals and achievement
- Wants to win business
- Comfortable being measured against targets
Assessment Indicators:
- Results-oriented
- Persistent
- Ambitious
- Self-starter
2. ResilienceWhat it looks like:
- Handles rejection professionally
- Maintains energy after setbacks
- Continues prospecting despite challenges
Assessment Indicators:
- Emotional control
- Optimism
- Perseverance
- Grit
3. Relationship BuilderWhat it looks like:
- Quickly establishes trust
- Strong networking abilities
- Creates long-term partnerships
Assessment Indicators:
- High emotional intelligence
- Likeable and approachable
- Excellent listener
- Collaborative
4. Persuasiveness and InfluenceWhat it looks like:
- Confident presenting ideas
- Influences decision-makers
- Creates urgency without pressure
Assessment Indicators:
- Strong communication
- Executive presence
- Confidence
- Professional credibility
5. CuriosityWhat it looks like:
- Asks insightful questions
- Desire to understand customer challenges
- Continuously learns industry trends
Assessment Indicators:
- Intellectual curiosity
- Problem-solving orientation
- Strategic thinking
6. AccountabilityWhat it looks like:
- Owns results
- Takes responsibility for outcomes
- Reliable follow-through
Assessment Indicators:
- Dependability
- Integrity
- Discipline
- Time management
Apply Now--We're looking forward to reading your resume!Climb Channel Solutions possess a 'make-it-happen' culture where hard work, creativity and success are visible throughout the company up to our CEO. We offer a competitive salary, benefits package and opportunities for continuous professional growth.
