The Territory Channel Manager (TCM) role is key to the channel management strategy and part of the One Commercial Partner Organization. A TCM is directly accountable for the creation and execution of the SMB territory channel sales plan for their partners within a solution area. We are looking to expand our Modern Work & Security (MW&S) solution area team by adding a highly visible professional who will be responsible for our strategically important Telecommunications (Telco) channel. Their core responsibility will be to ensure our top 3 Telco partners have the right resources aligned across their business to maximise the market opportunity and deliver our MW&S customer new seat acquisition and cloud revenue targets.
The TCM is a key member of the 'One SMB Operating Unit' focused on empowering our unmanaged customers to achieve more through digital transformation. The Small and Medium Business (SMB) segment:
Includes all Small and Medium sized UK business and any larger organisation (300+ seats) that are not managed by our corporate and enterprise sales teams.
Accounts for nearly a third of the org's revenue and 99.99% of the UK's business community.
Delivers double digit growth consistently year after year and has the best %age cloud mix worldwide.
Overachieves against targets, consistently adding new logos to our best-in-breed cloud portfolio.Is viewed locally and globally as a high performing team.
Experience working preferably, but not necessarily, in the technology sector required. Ideally with sales experience working with Telco companies including BT, Vodafone and Telefonica. Proven ability to influence senior stakeholders.
Previous roles should have included experiences such as;
Engaged directly with customers / partners.
Sales qualification i.e. lead generation, new business creation, pipeline management, upsell/cross selling & deal closing.
Strategy development/territory management
Worked with colleagues effectively to achieve a common goal
Worked with customer relationship systems, updating records and keeping track of customer progression, revenue closure etc
Reporting back to teams, giving insights / ideas, process improvement
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