Channel Sales Manager

1 week ago

North Parramatta, New South Wales, Australia CommScope Inc. Full time
About the Role

We are seeking a highly skilled Channel Sales Manager to join our team at CommScope Inc. The successful candidate will be responsible for managing the relationships with distributors and focus partners, providing assistance and support in the closure of revenue opportunities, and training the distributors and partners community on our products.

Key Responsibilities
  • Proactively manage relationships with distributors and focus partners to drive revenue growth and meet sales targets.
  • Provide assistance and support to distributors and partners to close revenue opportunities and achieve sales goals.
  • Develop and implement sales strategies to drive growth and expansion of our channel sales.
  • Collaborate with cross-functional teams to develop and execute sales plans and initiatives.
  • Conduct Quarterly Business Reviews (QBRs) with channel partners to ensure alignment with sales targets and provide feedback and guidance.
  • Identify and recruit new channel partners and focus on existing distributors to drive revenue growth.
  • Ensure proper onboarding of partners and journey through to certification.
  • Establish and maintain strong professional sales and sales management relationships with current and future distributors and channel partners.
  • Create and analyze sales reports to identify issues contributing to success or shortcomings and take corrective action.
  • Support and leverage other channel efforts, field marketing, product launches, and product promotions as well as certifications and specializations.
  • Keep current with our product release information, including sales materials, product roadmap, features, applications, competition, and disseminate to partners as appropriate.
  • Meet or exceed distributors and partner sales bookings/revenue goals.
  • Perform business and support metrics reviews and analysis of each distributor's and channel partner's performance via QBRs.
  • Establish and maintain positive and proactive relationships with distributors and partner sales reps/management to build mindshare and drive sales activity.
  • Create and execute a territory business plan focused on demand creation, sales growth, and distributor and partner sales development with quarterly milestones.
  • Aid in developing monthly and quarterly strategic initiatives that will result in increasing the distributors' monthly bookings.
  • Work with strategic alliance partners to expand coverage.
Requirements
  • Bachelor's Degree or equivalent with a minimum of 10 years of Channel Account Manager experience in the IT industry.
  • Experience managing Tier 1 distributors and Tier 1 partners, including Strategic System Integrator, Service Provider channels, Strategic Hospitality partners, etc.
  • Prior experience of selling via distributors and channels into the large enterprise, MSPs, and service provider verticals.
  • Strong background with Wi-Fi, networking, or Data Center security products will be beneficial.
  • Good experience of working in an organization with high-touch sales teams.
  • Experience in developing top-tier channels to drive programs and initiatives to generate more run-rate revenue.
  • Strong communication skills in English and any other local language will be an advantage.
  • Regional experience and willingness to travel to multiple cities in Australia and New Zealand.
  • Thorough understanding of the data and telecommunications industry, competitors, and evolving technologies will be beneficial.

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