Australia Channel Growth Leader

1 week ago

Sydney, New South Wales, Australia beBeeManager Full time $100,000 - $120,000
Channel Manager - Australia

This is a key position responsible for managing channel partners in Australia, driving revenue growth and exceeding quarterly and yearly targets.

About the Job

The Channel Manager will be responsible for managing relationships with assigned partners to drive year-on-year revenue growth. This involves ensuring partners meet required training standards to achieve revenue targets.

The ideal candidate will have experience selling hardware and software solutions to customers or key partners. They should have a proven track record of exceeding personal revenue targets and driving significant opportunities with channel partners.

Responsibilities
  • Manage relationships with assigned partners to drive year-on-year revenue growth.
  • Ensure partners meet required training standards to achieve revenue targets.
  • Deliver partner training and ensure new staff are brought up to speed quickly.
  • Manage distributor stock levels across the ecosystem to ensure consistent product supply within a 90-day window.
  • Manage reseller pipeline and monthly forecast across gold and silver partner tiers. Proactively work with partners to close opportunities or apply resources as needed.
  • Implement the SMART Edge partner program in the region.
  • Work with corporate to maintain local price lists and ensure product certification for local markets.
  • Build and execute joint business plans with partners, incorporating objectives, strategies, action plans, roles, and responsibilities, and ensuring formal commitment from partners.
  • Develop and execute marketing plans with partners to meet core objectives.
  • Drive proactive sales and marketing programs with assigned partners to generate pipeline and revenue for both SMART and partners.
  • Manage the engagement between SMART's sales force and partner sales forces to support revenue growth.
Requirements
  • Advanced Microsoft Office skills, especially Excel.
  • Highly organized and analytical.
  • Excellent communication skills at all levels of the business.
  • Driven for results, focused on exceeding KPIs.
  • Passion for the channel, SMART products, business excellence, and personal improvement.
  • Accountable for own contribution to SMART's success with key partners.
  • Business planning with partners, 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 customer business needs to assist partners close major opportunities.
Education and Experience
  • Bachelor degree or similar.
  • Minimum 5-10 years successful sales experience in the IT industry, with at least 2-3 years selling to and with partners.
  • Experience selling hardware and software solutions to customers or key partners.
  • Proven track record of exceeding personal revenue targets.
  • Proven record of driving significant opportunities with channel partners.
  • Proven record of driving sales and marketing campaigns with the channel for revenue growth.
  • Proven record of establishing meaningful business relationships with execs within partners.
Working Conditions

This is a hybrid remote/office-based role in a fast-paced work environment.

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