Main Responsibilities
As Channel Manager, the candidate will be driving the overall management and enablement of our VARs (Value Added Resellers) and channels globally. For that they will need to:
* Be the central point of contact for all our VARs and channels globally.
* The Channel Manager will coordinate all engagements with such channels/resellers to grow Infovista indirect business. The main objective will be to develop a central & global partner program to on-board and manage centrally and efficiently our ecosystem of resellers & channels.
* The Channel Manager will have to develop business plans with top resellers/channels to define joint business objectives and associated initiatives/campaigns/training/… to achieve the mutually defined objectives through a “sale through/with strategy.”
* Work very closely with our direct sales organization and Inside sales organization, in conjunction with the rest of the Partner & Alliances team
* Demonstrate a solid experience in creating an ecosystem of partners, channels, to increase Infovista reach to the market and TAM (Total Addressable Market), via indirect sales.
* Drive and secure business in very competitive situations, while focusing on the sales goals.
* Interact with all departments of the company (Technical Sales, Product Management, R&D and regional sales organizations) within a global & multi-cultural environment.
Strong GTM qualifications
* Direct sales and or Business Development experience.
* Channel/Partners Management experience with ability to manage multiple Channels/Partners in a global environment, different cultures and in an efficient manner.
* Experience in launching & driving growth plans with partners (joint Go-To-Market, Joint Marketing & Lead Generation campaigns), demonstrating ability to work with multiple stakeholders.
* Sales Analytical skills. Experience with sales & channel metrics and ability to report on channel activities.
* Capacity to organize and drive top-level meetings with channel partners, engaging and influencing senior executives.
* Outstanding communication skills
* Strong communication and influence skills, in writing and verbal, including the ability to concisely communicate and build relationships.
* Ability to communicate concepts to all levels of the customer organization including engineers, managers, and executives.
* Ability to understand how technical sales influence business cases, capacity to coordinate internal resources to enable goals of successful business.
Technical knowledge
* In-depth knowledge or significant demonstrated aptitude to learn Network Testing, Network Planning & Optimization and Network Performance & Assurance solutions.
* Knowledge of the CSP market in network engineering, optimization, and operations space. Strong understanding of CSP buyers.
Key Skills & Qualifications
Bachelor’s in Business, IT or Engineering studies
Experience
* 5+ years building and managing relationships with partners, channels, and customers.
* Experience with selling complex software solutions.
* Proven track record of closing deals and meeting quota.
* Strong contact with senior leaders of Tier 1 customers/vendors/partners.
* Use of CRM platform like Salesforce.
* Fluency in English and - other language(s) will be an advantage.
* Demonstrated ability to assess customer requirements, identify business problems, and show proposed solutions,
* Ability to influence by communicating ideas and technical concepts effectively.
* Ability to adapt, work independently in a fast-paced environment.
* Strong interpersonal skills and an ability to build rapport.
* Organization skills and self-discipline
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