POSITION SUMMARY: BASIC FUNCTION
The Channel Executive is responsible for sales activities such as developing and managing brokers, key integrators, consultants, referral partners, NTT & Affiliate companies, and internal resources to facilitate new revenue opportunities for the company. This position is also responsible for establishing and maintaining effective communications with appropriate executives and management to ensure proper sensitivity to sales needs, maximize revenues, and meet company objectives. The Channel Executive will work collaboratively with the Sales and Client Executives to develop strategies on how to leverage our partners to generate new revenue opportunities for the company.
ESSENTIAL DUTIES & RESPONSIBILITIES
Provide sales support and other related administrative and / or coordination services
Develop and maintain positive Channel relationships.
Collaborate with regional Operations and Sales team members to foresee and avoid potential service issues.
Accurately forecast annual, quarterly and monthly revenue streams.
Utilize best known methods for identifying service requirements, integrating client IT service support and/or service delivery processes, and ensuring client solution requirements are fulfilled.
Engage Partners and Brokers to extract the end client's technical and business drivers in an effort to improve the company's position in partner sourced sales opportunities.
Maintain familiarity with competitive offerings in order to effectively position products and solutions in a competitive environment.
Provide periodic results assessments of productivity.
Coordinate proper company resources to ensure effective and efficient sales.
Communicate with team members to keep up-to-date with daily issues and activities.
Develop and manage pro-active competitive strategies and targeted Partner campaigns.
Engage and internally and utilize proper use and level of sales support from internal and external resources.
Proactively address business/financial issues on contracts with partners.
Maintain and keep current detailed records, reports and customer data.
Mentor and guide other Sales team members to ensure consistent sales process (e.g., use of Salesforce.com, pricing guidelines, best practices, etc.)
Performs other duties as assigned.
Regular, predictable attendance is essential for satisfactory performance.
KNOWLEDGE, SKILLS & ABILITIES
Conduct business with integrity and commitment
Able to be highly confidential.
Able to work in a collaborative team environment.
Proficiency with computers and spreadsheets
Familiar with a variety of the Channels concepts and procedures.
Proficient with computers to include the utilization of programs such as Word, Excel, Power Point, Salesforce, SharePoint and Outlook.
Manages stress and/or fast-pace effectively.
Excellent communication (written and oral) and problem-solving skills.
EDUCATION & EXPERIENCE
Bachelor's Degree required.
Minimum of 5 years direct sales and management/ channel coordinating experience.
Experience with Brokers, Integrators, Master Agents, and/or Consultants preferred.
Primarily sitting with some walking, standing, and bending.
Able to hear and speak into a telephone.
Close visual work on a computer terminal.
Dexterity of hands and fingers to operate any required computer keyboard, mouse, and other technical instruments.
Able to lift and carry up to 20 lbs.
Standard office; extensive daily use of computer.
Frequent travel to customer/partner sites
Must possess a current, valid state-issued driver's license.
Must work on site, no telecommuting permitted.