Channel Sales Manager – New

Summary:

As a Channel Sales Manager, you are responsible for selling our company's Security & Storage Products and Professional Services through Channel Partners and directly to customers in Enterprise Organizations in an assigned geographic area. Your ability to penetrate new divisions and organizations within your assigned accounts, and develop new accounts is essential to your being successful in this role. Cross-functional teams from our company's Marketing, Systems Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals.

Essential Functions:

• The essential responsibilities of the Channel Sales Manager are to work directly with customers to capture sales opportunities, and to work effectively across functions with other company employees. Your focus is on several identified channel partners (50%) and new Enterprise clients (50%).
• Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
• Schedule and attend sales call appointments with a prospect in partner organization. our company's Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
• Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Respond to RFP's and follow up with customer.
• Develop an account management plan to sell to customer based on their business need.
• Build and strengthen your business relationship with existing accounts or new prospects.
• Recommend marketing strategies.
• Provide status information to your Manager including forecast/pipeline information.
• Provide, or facilitate training opportunities for your accounts.
• Identify existing customer references that can be utilized when reference selling.
• Provide mentorship and support to more junior Channel Sales Managers.

Skills & Requirements:

• Strong verbal and written communications skills including presentation skills.
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
• Experience with target account selling, solution selling, and/or consultative sales techniques
• An aptitude for understanding how technology products and solutions solve business problems.
• Ability to communicate with senior managers about their business challenges and networking, security & storage solutions.
• Experience using contact management software.
• Track record of exceeding assigned sales quotas in contiguous, multiple years.

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Our Client's Story

Our Client is a leading provider of network security and storage appliance solutions to enterprise customers worldwide. Our solutions are developed to keep pace with evolving risks and demanding availability requirements facing enterprises.

Their products and solutions have been deployed in over 40 countries and regions to serve more than 1000 enterprises across multiple industries including telecom, Internet, finance, education, transportation, and water resources.