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Distributor Partner Account Manager

3 months ago

New York, New York, United States Avaya Full time
About Avaya

Businesses are built by the experiences they provide, and every day, millions of those experiences are delivered by Avaya. Organizations trust Avaya to provide innovative solutions for some of their most important ambitions and challenges, giving them the freedom to engage their customers and employees in ways that deliver the greatest business benefits.

Avaya contact center and communications solutions help power immersive, personalized, and unforgettable customer experiences that drive business momentum. With the freedom to choose their journey, there's no limit to the experiences Avaya customers can create.

The richness of Avaya's global team diversity is our greatest strength, and we are committed to being a workplace where authenticity and individuality are celebrated and different perspectives are embraced. Learn more at

About the Opportunity
  • Manges all aspects of Distributor engagement within distributor accounts to drive demand and sales of Avaya products and services through the channel
  • Represents Avaya to the distributor in all sales-related support; ensures maximum focus on Avaya
  • Assesses future direction of Avaya products/services with future direction of Distributor's business and develops a strategy for company revenue growth
  • Drives Distributor strategy, participates in Distributor business plans and aligns a shared value prop
  • Educates, trains, enables and supports Distributor on Avaya products and services
  • Serves as a strategic consultant, advocating Avaya's financial incentive programs and utilizing marketing, programs, and promotions within a distribution strategy
  • Works with channel partner organizations to understand the value derived from their business, integrating the voice of channel feedback into Distributor management and strategy
  • Be the primary point of contact for the Distributor for Avaya. Influences and enables Distributor's sales and marketing strategy
  • As a Channel Partner, you will source market intelligence to help inform Distributor strategy and value prop
  • Engage Avaya marketing teams to remain up to date on strategy, campaigns, and collateral, to ensure unified messaging between Distributor and Avaya​

Partner KPIs

  • Performance to Quota
  • Revenue Growth Rate
  • Booking Growth Rate
  • Net Dollar Retention
  • Product Mix
About You
  • Expert knowledge of Avaya and Avaya ecosystem partner products and solutions
  • Ability to Position Avaya Solutions to Distributors
  • Deep Contact Center Technology and Industry Expertise
  • Partner Relationship Building
  • General Business and GTM Acumen
  • Expert knowledge of Avaya and Avaya ecosystem partner products and solutions
  • Ability to Position Avaya Solutions to Distributors
  • Deep Contact Center Technology and Industry Expertise
  • Partner Relationship Building
  • General Business and GTM Acumen
Compensation

Sells products and/or services in assigned territory by generating "push" demand through Tier I Sales Channels (i.e. indirect sales channels such as distributors, OEM (original equipment manufacturers), dealers, mass merchandisers, or retail). Represents company to distributor and distributor to company in all sales-oriented activities including marketing, advertising, sales promotions, training, and other reseller-related support. Ensures maximum focus on company products and services. May also grows services offer revenue through established business partners. Works with partner organizations to understand value derived to their business by expanding two companies' relationship. Educates and trains on service offers; provides support to partner organization to build value propositions. Works directly with GSI/Alliance partner to build strategies around solution and practice development areas. Assesses future direction of Avaya products/services with future direction of partnerÂ's products/services and develops a strategy for company revenue growth. Quota Size: Large. Territory / Account Size: 0. Product Responsibility: Products and/or Services. People Management: No. Span of Control: 0. Reporting Relationship: 1st Lines Channel Manager.

Experience
10+ Years of ExperienceEducation
Bachelor degree or equivalent experienceFooter

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at ) and applicable Privacy Statement relevant to this job posting (accessible at ). #LI-LD1