Channel Sales Manager

Job Description

At IBM, work is more than a job - its a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things youve never thought possible. Are you ready to lead in this new era of technology and solve some of the worlds most challenging problems If so, lets talk.ESSENTIAL DUTIES AND RESPONSIBILITIES:- Work closely with Geo, and local Sales Leadership on an agreed and interlocked plan:- Define channel growth objectives for India- Drive partner recruitment and expansion plans for India- Define partner recruitment strategy and qualification criteria etc.- Execute enablement programs required for Partners to better sell and support Acoustic solutions- Execute partner service training and certification to supplement regional service capabilities- Manage the channel activities based on a defined set of Partner revenue goals- Provide management reporting of channel activity, pipeline, and channel bookings (direct and influenced) across India - Track and accurately report lead flow and opportunity status- Proactively identify and recruit referral, digital agency and market making/reselling partners to fill defined coverage gaps.- Capture and monetize influence by linking influencers to market makers.- Manage the ongoing relationship of existing partners; most time will be spent with the top 20%- Manage partner enablement (existing and new BP s) and on-boarding processes (new BP s)- Create and execute lead generation strategies, campaigns and go-to-market plans with key partners (e.g. joint field events, webinars, whitepapers, etc.) in order to identify new leads- Run regular events to maintain the interest and engagement of the partner community- Drive increased revenues as a result of leads generated and opportunities closed by partners- Provide sales support to the sales team during partner deals- Creatively meet and exceed channel signings goals- Act as an advocate on behalf of assigned partners- Understand partners goals and objectives and what will make them successful- Networking; cultivate personal relationships within all levels of the partners organization (specifically sales, account managers, and management)- Represent Acoustic in a professional and ethical manner to clients, prospects, partners and colleagues. This role will work closely with Sales as well as representing IBM Watson Marketing in support of Acoustic in the market. Therefore, the ability to work collaboratively and communicate effectively across all levels of management and staff is a key priority in this role. No supervisory responsibilities are required for this position. Preferred 5 years successful Partner management and channel sales track record in meeting or exceeding assigned quota. Extensive and demonstrated experience in partnership management and / or channel sales experience Relevant sales and/or channel sales experience in the last two years selling into and with marketing services providers and digital agencies. This includes selling new business and driving channel growth. Experience in successfully working with, and driving revenue through, SI s, ISV s, Digital Agencies, Specialist Agencies, Strategic Consulting Firms.Ability to independently identify and recruit new partners Experienced seller and able to manage and support partners in closing deals Experienced seller - able to sell solutions TO partners as well as THROUGH partners Proven track record of building new channels IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company s Global Markets organization is a strategic sales business unit that manages IBM s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.,

Keyskills :
salesmarketing channel salesbusiness development retaillocal sales new businesssales support