As a Channel Account Manager, you would be responsible for nurturing existing relationships with our current portfolio of partners in your region along with identifying, recruiting, training, and onboarding new partners. This role’s primary responsibility is to drive revenue growth through partner relationships as well as successfully establish some new ones. These new relationships would be in the forms of leads that are coming through our website, agencies that the sales team is working with, or referrals.

In this role, the individual will:
1) drive revenue growth from existing partner accounts
2) Identify, recruit, and onboard, new partners including the development of joint business plans.
3) manage relationships with key partners including the development of joint marketing efforts.

Reporting to the Head of Sales you will have the opportunity to work closely with the sales team to fully understand our positioning and USP in the different markets we operate. You would also have the opportunity to work closely with our marketing team to discuss partners’ requirements and build joint marketing plans with them. You will also have the opportunity to interact with our product team to feedback partners’ requirements and commercial opportunities to help us identify new needs and trends within the markets we operate.

The successful candidate will have 3+ years of proven success establishing, developing, and managing partners, reseller and channel sales, and a unique opportunity to write a new chapter in the SaleCycle success story.

Key Responsibilities

• Understand and communicate SaleCycle’s products and services to existing and potential partners in order to increase brand awareness.
• Recruit reseller partners to ensure SaleCycle achieves overall revenue objectives.
• Encourage lead generation through referrals and fostering existing partnerships.
• Train and manage reseller partners as needed to ensure our mutual success.
• Develop and implement commercial models and joint business plans with each partner.
• Develop and implement reports to allow us to measure our partner contribution.
• Coordinate joint selling efforts between partners and the SaleCycle sales and account teams as needed to ensure our mutual success.
• Work with marketing teams to define joint marketing and sales plans with strategic partners as needed to drive pipeline and revenue growth and solution differentiation.
• Provide internal teams with meaningful reseller and partner insights to develop and deliver more compelling solutions.
• Travel as needed to recruit and develop partner relationships
• Participate in team training and ongoing education; grow knowledge by participating in educational opportunities: reading professional publications, maintaining personal networks, and participating in professional organizations
• Ensure all partner information and data is entered into Salesforce.

What we are looking for:

• Experience - a candidate with the right combination of the channel experience along with the industry knowledge
• Motivated and Entrepreneurial– Self-starter, requiring little supervision; want to ‘own’ their area of the business; follow sales plan and engage necessary resources to meet set goals.
• Interpersonal Skills – Positive outlook; take responsibility; strong self-confidence; comfortable talking about commercials; maintain confidentiality; listen to others; open to ideas; try new things; strong desire for success.
• Judgement – Displays willingness to make decisions; exhibits sound and accurate judgment; supports and gives reasons for decisions; includes appropriate people in decision-making; makes timely decisions.
• Empathy – Demonstrate exceptional empathy for partners, resellers and clients, and colleagues, which helps build more authentic and mutually beneficial relationships.
• Curiosity – Has a genuine interest in developing a deep and broad understanding of partners, clients, and their business issues. Use this knowledge to deliver dramatically more value.
• Sense of Urgency – Demonstrate a desire to identify and solve problems now, recognizing that. SaleCycle solutions cannot deliver value unless and until they are purchased and implemented.
• Approach – Views selling as a service and sees this role as key to helping businesses make more informed intelligent buying decisions. Differentiates themselves from other salespeople throughout the client engagement by delivering more value and expertise.

Skills and experience:

• 3+ years of proven success establishing, developing, and managing partners
• Passion for innovation and digital technology
• Knowledge of SaaS or software sales experience is highly preferred. Prior knowledge of SaleCycle or digital and performance marketing technology tools is a distinct plus.
• Exceptional networking skills are required, and an existing network of industry contacts is highly desirable.
• Comfortable interfacing with all levels of management, both internally and externally
• Experience in building and leading presentations to senior team members including C-level executives
• Experience in navigating corporate structures, identifying potential points of strategic dependency,
and securing business partnerships
• Comfortable with G-Suite, MS Office, and Salesforce