Channel Sales Manager – Contact Centre solutions

Full Time Egham Surrey IT Job Pro UK

Channel Sales Manager – Contact Centre solutions

Based: Home / Surrey

Salary: £65,000 – £75,000 base + double OTE + Benefits

Our client: My client is a well-known VC funded software house focused on the contact centre sector but offering a specific solution set within that arena to facilitate financial compliance and payments. They are a leading Patent holder in the sector. The firm is almost solely focused on selling via a channel partner community who essentially offer the product set to their own end user call centre clients as part of a comprehensive solution offering. You’ll be joining an organisation that combines an entrepreneurial ‘start-up’ culture with the professionalism of a mature and established business. This is a fabulous opportunity to gain experience on a variety of commercial matters of an international business.

Key Accountabilities and Responsibilities

The Channel Sales Manager is accountable for delivering profitable revenues through existing channel partners and for developing new channel partner relationships with clear business plans that outline how they will generate profitable revenues in future years. Our Channel Sales Managers sell products ‘through-the-channel’ (distributors and resellers); build relationships with B2B partners and telephony infrastructure providers; identify customers' needs; forecast the market; and help develop our sales strategy. The Channel Sales Manager will manage all business development aspects of partnerships, with a primary focus on sales revenue and lead generation. The role will balance sales support, partner management, and sales training with the focus on growing the sales funnel.

* Meeting and exceeding set revenue and margin targets

* Building and maintaining a constant/future revenue pipeline

* Managing relationships with existing alliance partners

* Aggressively driving partners to maximise sales and develop partnership potential through sales best practices, promotions, training and support

* Managing sales orders and providing status updates to partners

* Communicating with partners on new products and service offerings

* Working with our Marketing team to drive programs and events that extend the partnership relationships to new prospects

* Demonstrate industry knowledge

* Provide regular reporting of pipeline and forecast using the automation tool provided by the company

* Keep abreast of competition, competitive issues and products

* Attend and participate in sales meetings, product seminars and trade shows

* Prepare written presentations, reports and price quotations in support of Channel Partner

* Conduct contract negotiations

* Define and execute Partner annual sales plans to a target set at the start of each financial year

* Drive the legal process to reach contract signatures with the support of legal professionals

Key Competencies

* Excellent communication skills (both verbal and written)

* Excellent presentation and negotiation skills. Good in persuasion as well as maintaining good relationships with partner channels

* Excellent relationship building skills with the ability to maintain and grow these relationships

* Ability to manage a pipeline with multiple accounts and partners

* Ability to work in a team environment.

* Ability to craft a solution with appropriate products and services that meets business goals based on client discussions

* A self-starter needing low level management time and attention to perform day to day responsibilities

* This role is largely one of influence, inside both the vendor organisation and the partner organisation. As a result, the ability to make a compelling business case around a sound business strategy takes on even greater importance

Skills and Experience

* Successful achievement of £1M+ targets, consultative enterprise/solution or technical sales

* Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with key decision-makers

* Successful track record of partner development and sales growth through business development activities

* Experience selling into the UK Call Centre market

* Knowledge of the payments industry and the PCI Data Security Standards

What we can offer you:

25 Days Holiday

Competitive Salary

Competitive Commission Scheme

4 x Salary Life Insurance

Health Insurance

Employee Assistance Programme

Bespoke Discounts and Communications Hub

Up to 5% Contributory Pension

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