Associate Director, Channel

3 weeks ago

Sydney, Australia Vertiv Full time

Who we are:
Nearly all aspects of our lives involve the use of technology. It is how we work and play and do anything in between. This connectivity or use of data is built into the very fabric of our society. It is vital to human progress. Vertiv believes there is a better way to meet this accelerating demand for data — one driven by passion and innovation.
As industry experts and Architects of Continuity, we collaborate with our customers to envision and build future-ready infrastructures. We leverage our portfolio of hardware, software, analytics, and services, to ensure our customers’ vital applications run continuously, perform optimally, and scale with business needs.

Why Join Us?
Meaningful and Fulfilling Work
Inspiring and Caring Leaders
Global Talent Center
Recharge Your Potential

Job Summary: The Associate Director, Channel role will lead Vertiv’s Channel Sales team across A/NZ by instilling a customer-centric mentality with the ability to mentor, guide, and motivate to create and maintain an energetic team. They will be responsible for devising end-to-end channel strategies, making sure they align with global and regional goals.  They will be a Channel champion, leading, inspiring, and managing a team and driving growth nationally and in NZ, by increasing Vertiv’s market penetration into new and existing Channel partner accounts to meet and exceed targets. They must demonstrate a track record of success and inspire the same in others.

Responsibilities:

  • Drive revenue generation, partner acquisition and retention activity and accountability within the Channel team. 
  • Develop & implement Channel go to market sales strategy to maximise potential in market segment.
  • Ensure Account and Territory Plans are developed and maintained by IT/M&E & Distribution managers.
  • Ensure forecast and pipeline requirements are met appropriate to the annual sales budget
  • Drive alignment and cross functional collaboration across Sales, Marketing, Delivery, and Account Management teams to optimize our customer acquisition cost and long-term value equations
  • Shape the direction of the go-to-market strategy and execution for ANZ Channel. 
  • Formulate a cohesive strategy along with the Direct Sales team, driving best in class efficiency, effectiveness, and productivity. 
  • Drive sales activity to exceed business objectives, sales growth, and profitability targets for the accounts in nationally.  
  • Empower the Channel team; recruit, lead and develop future leaders while providing mentorship, coaching & guidance.
  • Develop and coach for high performing team - achieving targets and working towards achieving the strategic goals.  
  • Develop local Channel programs which are also aligned with regional.  
  • Develop and sustain meaningful, long-term relationships with existing and prospective partners, while also identifying new opportunities for growth.
  • Devise and implement strategies that reflect the specific needs of the alliance partners; guide team to execute multi-channel interactions.
  • Provide annual/quarterly/monthly forecasts and action plans to achieve orders, sales and new partner acquisition targets.
  • Demonstrate an in-depth understanding of business engagement with strategic alliance partners, Tier 2 and Tier 3 Channel Partners and industry trends to effectively articulate the contribution of Vertiv’s solutions.
  • Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience.
  • Work with the management team across the business to drive growth and market expansion.
  • Working with marketing to develop campaigns. 
  • Mindset of continued improvement in process and approach. 

Requirements:

  • Masters or Bachelor’s Degree in Business, Engineering or related field
  • 8-10 years of relevant experience in an IT related business
  • 8-10 years of people management
  • Proven experience in growing a successful channel business, especially IT Channel 
  • Developing and Managing high performing teams
  • Developing and delivering Channel strategies
  • Strong people management and relationship building skills
  • Excellent interpersonal, communication, and presentation skills, with the ability to influence decision processes and convey solution led value propositions to customers Customer first mentality and approach
  • Lead with an ambitious ‘hunter’ sales approach

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