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Channel Sales Manager

2 months ago

Sydney, Australia emarsys eMarketing Systems Full time

**Position**

**Channel Sales Manager**

**Department**

Sales

**Reports to**

Head of Channel

**Stand-in**

**Overall purpose and objectives**

The Channel Manager is responsible for securing new business revenue through the channel network by following best practices and procedures. They are responsible for developing, supporting and retaining the Reseller partner network in their designated territory.

**Main tasks and duties**
- Build a complete network of partners from the ground up
- Create new partnerships by prospecting, building and managing a pipeline of new prospective channel, marketing agencies, integrators and value added reseller partners
- Manage the ongoing relationship with your partner network
- Provide sales support to your partners during deal negotiation
- Train partners to qualify target accounts that will lead to successful opportunities.
- Manage on-boarding and enablement process for partner
- Drive Case Studies, Press Releases and other Marketing Collateral with partner
- Liaise with Marketing to establish and conduct Joint Marketing events, including Marketing Development Funds process
- Develop deep trusted relationship across partner’s organization and win mindshare of partner’s product and sales teams.
- Drive product marketing, and demand generation activities with partners including, attending customer events, seminars and trade shows.
- Network and cultivate personal relationships within all levels of the partners’ organization (specifically sales, account managers, and management)
- Timely and accurate forecasting and reporting of activity

**Further tasks**

**General requirements**
- Minimum 5 years software channel sales experience.
- Demonstrated sales track record in meeting or exceeding assigned individual quota in a software or SaaS company, including a proven track record of new business sales through partners.
- Experience in building partner network of marketing agencies and integrators in a Saas company
- Have an extensive existing network of contact with marketing agencies and integrators
- Strong business development skills; you should be comfortable calling directly into an organisation and seeking out decision-makers for our products and services
- Relevant channel sales experience in the last two years in Saas industry
- Enjoys working in a dynamic, fast growing environment to challenging KPIs
- Demonstrated ability to deal with change, think strategically, and make complex decisions
- Strong technology skills. You should be able to do complete product demonstrations and credibly discuss technical topics such as data integration, XML APIs, etc.
- Thorough knowledge of MS Office software (e.g., Project, Access, Excel, Word, Power Point)
- Working knowledge of Salesforce

**Work environment

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