Please direct your responses to: http://jobs.channel-impact.com
Role: Partner Business Development Manager- WW Channels
Location: San Francisco Bay Area
Time Commitment: On-going
Position Overview:
Channel Impact is seeking a full time channel business development manager to assist our high tech client with developing and executing their partner led strategy in the commercial market space.
This is a W2 opportunity with Channel Impact.
Responsibilities Include:
In this role you will own overall requirements for building the capabilities and competence of our client's and partner's sales teams skills for the Partner-Led team. This includes defining the requirements and partnering to deliver new hire and ongoing sales training, as well as a comprehensive sales enablement program that drives revenue and increases the client's operational efficiency and success. You will engage with the Partner-Led teams in geographies to understand their and partner's needs, develop a plan to meet those needs, establish a handoff model between worldwide and geography teams, and work cross-functionally to ensure key initiatives are moving forward, Focus of these efforts will be on:
1) Helping the client and partners understand what it takes to successfully sell in a Partner-Led model.
2) Building a foundation of capable partner individuals through implementation of a scalable partner individual certification.
3) Creating a consistent scaling engine for Smart solutions that allows new solutions to be delivered to the client and their partners via a standard enablement process targeting the right partners.
Day-to-day responsibilities:
1) Work with Partner Led Sales Management, Sales Reps, and Sales Architecture teams to determine where the sales team needs to be from knowledge, skills, and tools to successfully position the client's value proposition and conduct the appropriate activities in the sales cycle in today's competitive market.
2) Design, develop, implement and execute Global Sales Enablement strategy / Framework menu (in partnership with the Partner-Led and Learning and Development team) and the operational plan to scale and support the growth of the global sales organization. Develop plan to scale and leverage training programs so that they are repeatable, available on demand and appropriate for audience.
3) Explore new ways to drive sales teams productivity with innovative mobile applications
4) Develop business requirements for skills assessment approach / tool for our sales teams
5) Analyze and leverage geography-based best practices to continuously improve the Global Sales Enablement Framework
6) Prioritize learning needs in a way that balances short- and long-term cycles, resource constraints and anticipates impact to the business.
7) Share Enablement proposals with key decision-makers in Geo teams. Engage and collaborate with stakeholders in a way that is conducive to achieve the desired agreement that deliver on Geo business requirements. Brings together the views of individuals or groups with potentially conflicting goals and achieves closure or complex issues, using diplomacy and tact.
8) Measure and track effectiveness of enablement tools / support deployed (Metrics/KPI)
Skill Sets:
Skills Required:
• Knowledge and experience with the partner led sales process
• Understanding how people develop and learn through a systematic process.
• Understanding the customer: In this case, ability to understand and define the market needs of the channel partner sales teams and field.
• Teamwork: Ability to work cross-functionally and serve as initiative leader for theater rollouts.
• Strong Business Understanding: Ability to identify key opportunities, target initiatives to take advantage of those opportunities, and implement the channel initiatives successfully.
• Strategic thinking and influence: Understanding where the client's enablement initiatives and value proposition targeted to partners is good or needs improvement. Taking a position on what is the right approach to bettering the portfolio and working with your management/executives and others to sell the idea and implement the result.
• Leadership: Work effectively with others to come to the correct conclusions. Serve as the owner of the sales enablement value propositions to partners within the Partner-Led Sales organization. Articulate and defend the case for new and/or existing initiatives. Overcome inevitable obstacles to approval and implementation by influencing others, working with your executive teams and knowing when to escalate, if needed.
• Ability to implement: Must be able to turn business strategies into successful initiatives that meet theater and partner needs. Your success will be measured by the end sales result of implementing initiatives and strategy as well as customer satisfaction delivered through the partner base.
• 7+ years related channel experience
• Typically, requires BS/BA degree
• MBA or advanced degree preferred
Contact Information: Please apply on line at jobs.channel-impact.com
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