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Channel Growth Specialist
2 weeks ago
We're seeking a seasoned professional to drive the definition and delivery of our channel strategy across ANZ. As a key member of our team, you will be responsible for maximizing channel revenues and productivity, setting direction for replicable best practices in the CSP channel business, and developing and optimizing our Partner Program.
- Key Responsibilities:
- Develop and manage a robust and creative channel strategy for ANZ.
- Develop and drive engagement through successful relationships with key channel partners at senior management level.
- Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews.
- Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement.
- Set and drive Channel best practice and facilitate its deployment across ANZ, remaining sensitive to local specifics.
- Drive strategies to reduce friction in the ANZ sales channel and increase the ease of doing business.
- Enable the partner community to sell Thales solutions from the entire CSP portfolio, with a focus on incremental business and service delivery.
- Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
- Play a leading role in the design optimization and implementation of the Partner Program across ANZ.
- Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.
- Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral.
- Presentation of ANZ Sales Channel performance and business results through regular communication, forecasts, agendas, and reports.
To succeed in this role, you'll need to have:
- Experience of developing and presenting channel strategies across ANZ.
- Proven strong cross-functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations.
- Strong business planning skills and proven ability to execute and deliver a defined plan.
- Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose.
- Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues.
- Extensive Channel Management experience with a proven track record of success.
- Passion, commitment and drive for success; experience working across matrix managed teams and organizations.
- 5 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company.
- Ability to engage with all levels of a partner organization.
- Results-oriented and effective in customer situations comprising senior-level management.
- Must demonstrate both personal integrity and the ability to exercise good judgment.
- Ability to perform job functions independently with limited supervision.
