Channel Sales Manager

Contenu de l'offre Channel Sales Manager chez Rogue Wave Software

Job Position: Channel Manager
Position Location: Paris, France

Job Code: - 17-100-FR

At Rogue Wave Software , we're a trusted partner to global 2,000 organizations, powering new opportunities and removing risk from strategic initiatives. Our mission is to simplify the hardest problems, improve software quality and security, and shorten the time it takes to deliver value.

Since 1989, our platforms, tools, components, and support have been used across financial services, technology, healthcare, government, entertainment, and manufacturing, to deliver value and reduce risk. From API management, web and mobile, embeddable analytics, static and dynamic analysis to open source support, we have the software essentials to innovate with confidence.

To do that, we need exceptional people on our team.

As we partner with new organizations to solve their business challenges, we are expanding our Channel Sales team.

A successful Channel Sales Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Sales Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

The Channel Sales Manager represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.

Job Responsibilities:
Develops strong productive relationships with and takes professional responsibility for the commercial management and growth of channel accounts.

Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.

Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

Proactively assesses, clarifies and validates partner needs on an ongoing basis.

Sells through partner organizations to end-users in coordination with partner sales resources.

Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

Ensures partner compliance with partner agreements.

Proactively recruits new qualifying partners and oversees the on-boarding and enablement process.

Accountabilities and Performance Measurements:
Achieves assigned sales quota in designated partner accounts.

Meets assigned expectations for profitability.

Completes partner account plans and maintains high partner satisfaction ratings that meet company standards.

Completes required training and development objectives within the assigned time frame.

Manages a pipeline of opportunity in Microsoft CRM to provide an accurate forecast and reports of activity.

Organizational Alignment:
Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.

Closely coordinates company executive involvement with partner and end-user customer management as appropriate.

Work Experience and Education:
Degree Educated.

Foreign language skills a distinct advantage.

Minimum ten years of channel sales experience in a business-to-business software sales environment.

PC and CRM proficiency.

Professional sales training would be an advantage but not essential.

Proven ability to demonstrate technology and value to partners.

Strong, proven track record of exceeding targets in expanding a new channel partner sales environment.

The role requires extensive travel in EMEA and all prospective employees must pass a background check.

To learn more about Rogue Wave Software visit us at https://www.roguewave.com