Channel Development Manager

Channel Development Manager

Herndon, VA (On-Site with travel to client sites)

$80,000 Base + $20,000 Bonus

You will be responsible for managing the relationships between the company and reseller partners and you will ensure that all parties involved in a transaction are happy with the results and satisfied with the experience. You will also be responsible for business planning, channel sales, account management, and working with channel partners to drive sales and achieve revenue targets.

Responsibilities:

Develop and maintain strong relationships with clients, including senior executives and key decision makers

Implement and evaluate new campaigns to ensure they are fulfilling business objectives such as increasing sales leads and generating top line revenue

Meet regularly with clients to discuss campaign progress and address any issues that may arise

Coordinate with marketing teams to ensure that all elements of a campaign are delivered on time and within budget

Negotiating contract terms with clients to ensure that they are mutually beneficial for both parties

Coordinate Partner access to Sales Engineering, Field Marketing and overlay resources as appropriate

Coordinate local Partner participation in events and training

Drive product and promotions and programs

Attend meetings, conference calls, and partner events as designated by management

Read all communications and maintain a high level of knowledge on all products, programs and promotions

Recruitment of partners in territory into partner programs

Develop, manage and execute Partner territory plans

Meet with Partners, participate in joint sales calls with customers and assist the Partner in closing opportunities

Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources

Train partners on product, processes, and effective sales techniques

Escalate any pricing, SLA or other issues as needed

Discover and manage sales opportunities with all designated Partners in region, providing accurate and updated sales funnel with current status

Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements