Regional Channel Account Manager

2 weeks ago

San Jose CA United States SAMSUNG SDS Full time

Our Employees Are Among The Most Talented People In Their Fields And The Key To Our Success

At Samsung, we encourage our employees to showcase their talent through our diverse corporate culture. Our strength is our people. Each individual makes an impact on the company and plays a vital role in contributing to the company’s success. Our employees are motivated and passionate. We foster innovative thinking through an enthusiastic work environment. Through synergistic collaboration with other brilliant minds, we build some of the most advanced technology.

In order to retain our talented workforce, we provide an excellent benefits package. We encourage a healthy work-life balance so that our employees are satisfied and more productive. We focus on developing our employees by providing them with the right tools and empowering them to succeed. Employee development is a key component of the continuing growth of our business. Our employee development programs help to create a workforce that is well-rounded.

Job Description

Samsung SDS America (SDSA) is looking for experienced Channel Sales Managers with enterprise mobility or cloud experience who will drive business with Channel Partners in the assigned territory. We’re at the ground floor of the company’s first-ever channel program, so your contribution will have an immediate impact. If you welcome the opportunity to make your mark in the highly competitive Enterprise Mobility industry within a large, global technology provider, then we want to hear from you

Responsibilities

Partner Recruitment:

  1. Leverage your network of contacts, Samsung’s existing partner ecosystem and general outbound partner prospecting to establish and maintain a pipeline of qualified partners.
  2. Ensure proper geographic coverage of the territory and alignment with SDSA’s solution portfolio.
  3. Establish business plans with all top-tier partners.

Partner Enablement:

  1. Achieve on-boarding and enablement milestones to ensure all partners are fully capable of representing their authorized SDSA products.
  2. Ensure Partners remain educated & enabled over the lifetime of the partnership.

Day-to-Day Go-to-Market Activities:

  1. Achieve channel-led revenue targets and other objectives based on partner business plans and/or program obligations.
  2. Leverage all available company resources to achieve results.
  3. Collaborate with partners on marketing programs and lead-generation activities.
  4. Maintain proper funnel management, partner forecasting, reporting and other routine channel sales management activities.
  5. Use knowledge of territory (East or West), competitor activities (for all relevant SDSA products) and business development opportunities to uncover trends and then segment and plan/execute channel sales tactics to achieve success. Proactively adjust based on changing market conditions.

Company/General:

  1. Business – know SDSA’s business and how Partner’s business works; know the competition and how to position SDSA’s unique value proposition. Know the relevant industries we play in – namely enterprise mobility, cloud services and collaboration.
  2. Customer Focus – proficient in assessing and exceeding customer needs while maintaining channel-fulfillment focus.
  3. Communication – understand and communicate partner program details; proficient in understanding and communicating key product/technical aspects for sales success.
  4. Initiative – expand sales within Partner customers (“land & expand”) by identifying additional needs; lead Partner and SDSA sales initiatives; drive leads through own sales/networking efforts where possible; anticipate problems/opportunities.
  5. Integrity – demonstrate honesty and integrity in all efforts (even when self-damaging); able to influence others; recognize the need for tact; SDSA encourages an ethical work environment.
Qualifications

Required:

  1. Demonstrated track record of successful quota attainment in a commissioned sales role.
  2. Proven ability to develop and implement business plans and achieve required results.
  3. Demonstrated experience working in a small team environment with cross-departmental responsibilities.
  4. Excellent oral, presentation and written communication skills.
  5. Well-developed interpersonal and organizational skills.
  6. Detail-oriented.
  7. Proven problem-solving abilities and capable of acting decisively amongst periodic ambiguity.
  8. Highly motivated; initiative-taking (self-starter).

Better:

  1. Software or software-as-a-service (SAAS) experience a plus.
  2. Mobile applications and related ecosystem (devices, carriers, security, etc.) experience a plus.
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