Channel Manager

**Purpose of the position**

The ANZ Channel Manager is responsible for the relationship management and revenue growth of key SMART resellers and distribution channel partners in Australia and New Zealand.

**Responsibilities and accountabilities**
- Drive significant year on year revenue growth with assigned partners, becoming a key sales contributor to SMART Australia and New Zealand exceeding quarterly and yearly revenue targets.
- Ensure that your partners meet appropriate level of training of SMART products and solutions in order to meet and exceed revenue targets.
- Deliver face to face partner training and ensure newpartner staff are brought up to speed quickly.
- Manage distributor stock levels across the ecosystem from ordering on SMART through to ensuring full coverage of reseller forecast pipeline.Ensure consistent product supply whilst assisting distributors to keep stock within a 90 day window.
- Manage reseller pipeline and monthly forecast across both gold and silver partner tiers. Proactively work with the partner to close these opportunities or ensure that appropriate SMART resources are applied if/when needed.
- Ensure SMART Edge partner program is fully implemented in the region.
- Work with SMART corporate to ensure local price lists are maintained.
- Work with corporate to ensure product is fully certified for the local markets.
- Build, gain agreement to and execute a joint business plan for your partners. Success metric for this objective will be measured against the attainment of the objectives within the plan. The plan for each partner will incorporate as a minimum:
- objectives (revenue and non-revenue) and measurement of each
- High level strategies to achieve these objectives
- Current Quarter short term action plan including quarterly pipeline process
- Roles and responsibilities
- Investment required and tactics that this will be spent on
- Formal Commitment to the joint plan from the partner
- Ensure that at the start of each quarter a marketing plan for your “territory” is submitted and agreed to by SMART and partner management. Execute this plan in order to meet or exceed the core objectives.
- Drive proactive sales and marketing “programs” with your assigned partners that result in both pipeline and revenue for both SMART and the partner.
- Proactively manage the “Virtual” SMART team, ensuring that appropriate resources are applied to working with your partner that supports the revenue growth required.Manage the engagement between SMART’s BDM sales force and the sales forces of your assigned partners.

**Required Skills**:

- Ability to demonstrate advanced Microsoft Office skill, especially excel
- Highly organized and analytical
- An excellent communicator at all levels in the business from CEO to inside sales
- Driven for Results - must be focused on exceeding KPIs at all times.
- Passion - for the channel, SMART products, business excellence and for personal improvement.
- Accountable - for your own contribution to the success of SMART’s relationships with these key partners.
- Business planning with partners - ability to manage this process to drive accountability and actions on both sides. A high level of 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 large customer’s business needs in order to assist partners close major SMART opportunities.

**Education and work experience**
- Bachelor degree or similar
- Minimum 5-10 years successful sales experience in the IT industry, with at least 2-3 of these selling to and with partners
- Experience with selling hardware and software solutions either to customers or with key partners
- Proven track record of exceeding personal revenue targets
- Proven record of driving significant opportunities with channel partners
- Proven record in driving sales and marketing campaigns with the channel that results in revenue growth
- Proven record of establishing meaningful business relationships with execs within the partner

**Supervision provided and received**
- This position has no direct reports.

**Working conditions**
- Hybrid remote/office based role, fast-paced work environment.

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