Channel Manager

London, England, gb
Company: Premiere Global Services
Category: Management Occupations
Published on 2021-07-30 18:07:30

Overview

Job Title : Channel Manager Location: Remote - UK

Primary Purpose of the Position:

The Channel Manager directly or indirectly markets and sells the company’s products and services via partnerships with PGi resellers and agents. They manage the partner relationship and are responsible for maintaining and growing revenue base with the partners. The Channel Manager will participate in co-selling activities with the partner to up-sell existing end customers of partner, and help them close new clients.

Duties, Responsibilities, and Physical and Mental Demands:

Acquire new business through hunting and farming activities designed to generate new business sales

  • Manage Agent and Reseller relationships
  • Support Agents and Resellers with co-selling approach to end user customers
  • Identify key decision makers
  • Schedule and lead meetings
  • Discern needs to identify requirements
  • Present information using marketing materials
  • Document results of meetings
  • Follow-up with prospective customers
  • Manage marketing lead generating activities with partners
  • Attend/Host local shows/virtual events to promote PGi solutions with partners
  • Track all activity in Salesforce
  • Build relationships with prospective customers and communicate with them on a regular basis

  • Work in a team environment with Sales Engineers to develop answers to customer questions
  • Written and verbal follow up with prospective customers summarizing key points of meetings
  • Understand PGi solutions and demonstrate the benefits, uses and value proposition of each

  • Schedule appointments with potential customers to demonstrate PGi services
  • Tailor demonstration to meet identified customer requirements
  • Demo solution to prospects
  • Partner with Sales Engineering to obtain information to develop customized sales proposals and recommend solutions based on a strategy for meeting the prospective customer’s requirements. Proposals include product, service, and financial information.

    Complete required sales support functions

  • Maintain opportunities and activities in Salesforce, pipeline management
  • Develop and maintain account plans with customer and internal support teams
  • Achieve monthly sales goals set by management
  • Participate in educational opportunities on a regular basis to stay current on offerings
  • Attend demonstration sessions of services available
  • Participate in team activities
  • Attend team meetings and town hall meetings as required
  • Partner and manage communication with internal PGi departments to resolve business issues for partners and their customers
  • Education and Experience Qualifications:

    Minimum:

  • Bachelor’s degree in Business, Marketing, or relevant discipline (or additional 5 years of relevant experience in lieu of degree)
  • 5 years of sales experience in SaaS, UCaaS, telecommunications, conferencing, webcasting/virtual events or other relevant industry
  • Channel Software Sales experience is a must have
  • Preferred:

  • Bachelor’s degree in Business, Marketing, or relevant discipline
  • 5-10 years of sales experience in the SaaS business
  • Skills and Competencies:

  • Ability to compose written business correspondence professionally
  • Ability to effectively communicate the company’s value proposition to generate meetings and interest
  • Ability to travel as business needs dictate (up to 30%)
  • Clear, concise, and effective communication skills with a C-level audience (includes CEOs, CFOs, CIOs, Presidents, etc.) through multiple media options
  • Conflict resolution skills; demonstrated ability to consider multiple solutions to a problem
  • Consultative communication skills to sell solutions to help customers
  • Demonstrated ownership of resolving problems throughout sales life cycle of client
  • Desire to continuously learn as new product versions become available
  • Effective relationship building skills with internal departments
  • Knowledge and demonstrated ability to sell using a long term sales cycle and strategic approach
  • Patience, persistence, and follow through building customer relationships on longer term opportunities
  • Outstanding verbal and presentation skills with various audience sizes
  • Solutions based selling approach, ability to lead in a team environment and manage multiple, large complex, and matrixed sales
  • Strong project management and specifically deadline management skills
  • Strong short- and long-term organization and planning skills
  • Working knowledge of product features and benefits
  • PGI BENEFITS:

    We’re not a one-dimensional place to work. Sometimes we’re very serious, because we take our business seriously. Sometimes we’re playful, because we have so much fun with what we do. A few things we consistently are: 

  • Customer focused
  • Product innovators
  • Tight-knit teammates
  • Proud to be PGi
  • We offer you :

  • Competitive base salary
  • Attractive commission levels
  • Excellent Incentives
  • Other benefits
  • Career opportunities with a leading global employer
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