Channel Sales Manager

7 months ago

Sydney, Australia Itron Full time

Title: Channel Sales Manager

Job Description: Indirect Channel Account Manager.

Experience: 10+ Years

Location: Sydney / Melbourne

General Summary:
The Indirect Channel Account Manager Role is to drive growth in the indirect channel route

to market and ultimately help grow Itrons share and presence in developing markets.

As the Indirect Channel Account Manager has a critical role in driving the success of the

overall Channel Strategy for ANZP. This team member’s key responsibilities include

strategic planning for the sustainable growth of the indirect Channel across ANZPI,

collaborating with key stakeholders across the region to define the right partner strategy

and ensuring the success of the partner program.

Additionally, this role will be responsible for coordinating cross functional engagement

across core functional teams in Marketing, Sales, PBU’s, IT, Legal, procurement and the

ANZPI regional teams in support of the strategy.

Principal Accountabilities:
Lead the ANZPI Indirect Channel Strategy

Reporting into the Director of Sales ANZPI, responsible for developing the overall strategy to

drive growth in the indirect channel route to market in ANZPI

Collaborating closely with the ANZPI salesl leaders, define indirect channel strategic goals,

driving regional growth across all partners engaged in the partner program.

Drive partner engagement in support of Itrons industry leading device solutions, network

solutions and outcome solutions portfolios

Drive the ANZPI partner strategy

Build partner profiles of each partner and determine the capacity plan. per region per

country.

Be a leader in understanding partners transformations and aligning Itrons technology

portfolio to help grow the business.

Gain a deep understanding of partner profitability and what motivates their revenue

contributions.

Support long term strategic planning globally.

Support the development of a strategy definition process and associated phasing

Provide a mechanism to gain regular input from partners, internal teams and executives

across ANZPI.

Support the planning and management and logistics of working strategy sessions.

Drive continuous improvement of process and policy across critical areas of the partner

lifecycle.

Onboarding, vetting, developing, enabling, supporting and offboarding.

Opportunity management and rules of engagement policy development and enforcement

Partner business model development through regular engagement with high potential

partners

What success looks like:
Indirect sales growth YoY

Achieve Budget targets

Increasing percentage of business via the Channel compared to the Direct business

Double digit growth in Networks and Outcomes Solutions sold via the channel

Deployment of the Partner program with all active partners enrolled

Growth of pipeline opportunities via indirect and the channel - need to establish use of

SFDC and define a baseline.

Improve customer success metrics by delivering a channel that can enable success

**Skills & Expectations**:
Strong Leadership skills with the ability to make the right decisions that represent the ANZPI

region

Strong communication and executive presentation skills with the ability to represent the

Channel Strategy & Program across the company

An effective team player and cross-functional contributor with strong command skills and

drive for results

Have the ability to lead cross functional teams and drive the strategy and program

Ability to ramp effectively and take ownership during ambiguous and time sensitive

situations

Have a curiosity about you that allows you to get the best out of cross functional team

members.

Be a good coordinator and have the ability to take a lot of complex tasks and build effective

plans in support of the channel strategy.

Recognize the need and determine travel plans to collaborate with partners. Prepare to

travel up to 50% at times during project or program launches.

Itron enables utilities and cities to safely, securely and reliably deliver critical infrastructure solutions. We provide smart networks, software, services, meters, and sensors to better manage electricity, gas, water and city services. We are dedicated to creating a more resourceful world.

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