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Channel Manager

4 months ago

Sydney, Australia SMART Technologies Full time

**Purpose of the position**:
The ANZ Channel Manager is responsible for the relationship management and revenue growth of key SMART resellers and distribution channel partners in Australia and New Zealand.

**Duties and Responsibilities**:

- Responsible for managing the SMART channel eco-system, including Distributors and reseller partners.
- Ensuring strong territorial coverage across the region
- Drive significant year on year revenue growth with assigned partners, becoming a key sales contributor to SMART Australia and New Zealand region, exceeding quarterly and yearly revenue targets.
- Ensure that your partners meet appropriate level of training and knowledge transfer of SMART products and solutions to meet and exceed revenue targets and product margin objectives.
- Deliver face to face partner training and ensure new partner staff are brought up to speed quickly.
- Manage distributor stock levels across the ecosystem from ordering on SMART through to ensuring full coverage of reseller forecast pipeline. Ensure consistent product supply whilst assisting distributors to keep stock within a 90 day window.
- Manage reseller pipeline and monthly forecast across both gold and silver partner tiers. Proactively work with the partner to close these opportunities or ensure that appropriate SMART resources are applied if/when needed.
- Ensure SMART CHOICE partner program is fully implemented in the region to drive loyalty in the channel ecosystem.
- Work with SMART corporate to ensure local price lists are maintained.
- Work with corporate to ensure product is fully certified for the local markets.
- Identify gaps and opportunities to recruit new channel reseller partners to ensure breadth and depth and regional coverage to deliver business objectives
- Recommend new channel partners opportunities to contribute to business growth.
- Build, develop and execute a joint business plan for key partners. Success metric for this objective will be measured aligned to the SMART company and regional objectives. The plan for each partner will incorporate as a minimum:

- Sales revenue objectives (revenue) and measurement of each
- Sales unit volume and measurement across EDU & ENT
- High level strategies to achieve these objectives.
- Current Quarter short term action plan including monthly pipeline process.
- Plan initiatives to drive the sales motion build the sales pipeline and promote SMART solutions
- Investment required and tactics that this will be spent on key priorities.
- Formal Commitment to the joint plan from the partner
- Ensure that at the start of each quarter a channel marketing/activity plan for your “territory” is being executed to drive the business. Any activities requiring MDF support are closely monitored, measured, and managed very closed based on following the SMART MDF policy and terms. Requiring close partner management. Execute action plans in order to meet or exceed the core objectives.
- Drive proactive sales and marketing “programs” with channel partners that result in both pipeline and revenue growth for both SMART and the partner. Building mindshare and loyalty in the channel.
- Work and fit cohesively with the existing SMART team members and ensuring that we maintain the existing strong team culture.

**Competencies Required**:

- Ability to demonstrate advanced Microsoft Office skill, especially excel and familiarity with CRM systems and sales tools to help managing the business otpics
- Ability to be effective externally in the field, whilst having pragmatic approach internally, making recommendations and articulating the state of the business
- Highly organized and analytical
- An excellent communicator at all levels in the business from CEO to inside sales
- Comfortable and competent to engage with end customers at all levels to support the channel partners
- Articulate presentation skills
- Driven for Results - must be always focused on exceeding KPIs.
- Passion - for the channel, SMART products, business excellence and for personal improvement.
- Accountable - for your own contribution to the success of SMART’s relationships with these key partners.
- Business planning with partners - ability to manage this process to drive accountability and actions on both sides. A high level of written and oral skills.
- Building and executing marketing programs to “close loop” with channel
- Outstanding relationship building skills
- Ability to link SMART’s technology value proposition to large customer’s business needs in order to assist partners close major SMART opportunities.
- Ability to be a self-starter, self-motivator, and a high achiever, as part of an agile team, collaborate and work to get things done.

**Experience**:
**Required**
- Bachelor degree or similar
- Minimum 7-10 years successful sales experience in the IT industry, with a robust level of background growing and managing effectively a network of channel partners
- Proven experience and successful track rec