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Sr. Manager of Sales
1 month ago
The Senior Manager of Channel Sales oversees a global team responsible for driving indirect sales through strategic partnerships. This role involves recruiting and onboarding Channel Account Managers, maintaining relationships with partners, and ensuring alignment with company sales objectives. Additionally, the manager analyzes performance trends and collaborates with internal teams to enhance sales strategies and partner enablement.
What you will do
Senior Manager of Channel Sales – Manages a global team of Channel Account Managers (CAMs) and Government direct sales representatives that drive channel sales through and with our key 3rd party referral, strategic and reseller partners.
How you will do it
- Recruiting and Managing a Channel Sales & Enablement team on a Global basis – The Channel sales team will establish and maintain partner and client relationships for the purpose of generating maximum revenue from those accounts.
- Recruiting and onboarding partners - CAMs identify potential partners, and then help them get onboarded and set up to sell effectively. This includes partnering with internal legal contracts and processes.
- Developing and maintaining relationships - CAMs build and maintain relationships with partners and ensure that they have the resources and support they need. Gaining mindshare of
- Forecasting and tracking - CAMs use All bound and Sales Force and work closely with the direct sales team to forecast and track partner growth and success.
- Coaching and training - CAMs coach and support access to the necessary resources that support partners in upleveling their qualifications
Driving Indirect sales:
- Overseeing the strategy, relationships, and performance of channel partners, ensuring they align with the company's overall sales objectives.
- Drive growth through recruiting efforts and develop relationships with channel partner executives and sales teams to drive JCI/FM:Systems mindshare and market share
- Develop partner enablement, marketing and training processes for Channel partners that differentiate us from our competitors and support the indirect sales efforts.
- Establish and maintain a structured channel program. Ensure client experience through our indirect relationships is aligned to our expectations
- Manage and Lead, empower, and mobilize a team of Channel Managers Globally. Monitor and guide team performance to goals while inspiring success
- Work closely with Direct sales leadership to manage the facilitation of joint selling between channel partners and direct sales team.
- Assess current processes and procedures, identify opportunities for improvement, and drive change.
- Develop short-, medium-, and long-term plans to achieve strategic objectives.
- Work with senior management to co-develop go-to-market strategies.
- Leverage internal resources, marketing, direct sales, solution consultants, support, training, client success and legal to drive sales, through partner enablement programs.
Direct Government Sales:
- Lead team of Government focused direct sales executives
- Monitor sales and analyze performance trends to identify issues and opportunities.
- Build strong business relationships with key customers and ensures a link between company objectives and customer objectives.
- Understand the market dynamics and industry-specific trends and landscapes to bring new insights and solutions to grow sustainable business results.
- Become key stakeholder for our GSA contract
- Be active in FedRAMP process and support team with required info and client engagement
Keywords:
Channel Sales, Partner Management, Indirect Sales Strategy, Team Leadership, Revenue Generation, Sales Training, Client Relationships, Performance Analysis, Marketing Enablement, Government Sales
