Please direct your responses to: tamara.swearingen@socialtext.com
Sales Channel Manager
Sales Department, Palo Alto, California
Please send your resume to Tamara.Swearingen@socialtext.com today including a cover letter stating why you feel you are a good fit for the job and then use the code of SCMgr/SD.
This company does not want to hear from 3rd party vendors/employment agencies.
The Socialtext sales team works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share. We are looking for an experienced hands-on, sales-oriented, driven and organized Channel Sales Manager to execute on driving incremental revenue with Socialtext's channel partners. This role will be responsible for recruiting, developing, and managing Socialtext channel partners. In addition, we expect each CSM to be a major change agent, having impact and influence with a high degree of autonomy, energy, flexibility and accuracy across all channel business. The ability to collaborate and facilitate channel activity with both Socialtext as a company as well as with channel partners will be critical. Ultimately, each CSM will be expected to create real and measurable business results. This position will report to the RVP of Sales. This role will be based out of the Bay Area in California.
Responsibilities
■Achieve and exceed assigned revenue targets and partner recruitment goals
■Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific agreed upon revenue goals. Provide sales support to ensure partners are competitive and capable to win business
■Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field
■Recruit new partners to ensure proper coverage of your assigned territory
■Secure revenue commitments from your portfolio of partners and accurately forecast your partner business within SFDC
■Drive and support partner sales opportunities and gain the support of internal resources as needed, in both pre-sales and post-sales activities to ensure the success of your partner, and customers
■Facilitate, develop and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives. Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
■Manage channel / sales conflict
■Develop partner business plans and program objectives to support revenue commitments
■Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics
■Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue
■Expand sales to existing partner customers by identifying new and additional customer requirements and supporting new sales efforts
■Understand each partner´s sales process to optimize opportunities for additional field traction and incentives
■Manage day-to-day partner relationship and interface between key partners and Socialtext
■Effectively work with sales team to insure that leads generated through channel partners and marketing efforts are converted into paying accounts and to identify Socialtext customer needs that could be satisfied with a partnership.
■Demonstrate Socialtext's value proposition to the partners Executive, Sales, and Technical teams to drive continued partner success
■Serve as the subject matter expert for the channel to the Socialtext's regional sales teams
■Manage MDF and promotional budgets for each account
Expectations
■Quickly and thoroughly gain understanding of Enterprise 2.0 and the Socialtext product and deployment model
■Commitment to excellence, high integrity, high energy, team player
■Strong customer and partner focused on establishing and developing long term, lasting relationships
■Ability to communicative across every function within Socialtext
■Ability to work in a fast-paced environment and proven experience to make an immediate impact
■Great communication skills, both written and verbal
Qualifications
■Obvious passion and people skills
■5+ years in IT-related sales experience through direct and indirect channels
■Demonstrated track record of successful quota attainment in a commissioned sales role
■Ability to engage with and motivate partner marketing to support partner requirements
■Ability to develop and implement partner business plans that drive partner revenue goals
■Ability to recruit new partnerships
■Detail oriented, very organized, self-starter, understanding of the psychology of sales and the sales process.
■Excellent teamwork - organizing and managing with multiple stakeholders
■Technically adept, experienced with web technologies
■Ability to work independently and in a team environment
■Strives for over-achievement in all aspects of life
■Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
■Inspired to teach and train others
■SaaS experience a plus
About Socialtext
Socialtext unlocks the knowledge, expertise, ideas and data that drives superior business performance. Socialtext accelerates business performance by making it easier for employees to find the colleagues and information they need to solve challenges new and old. By simplifying people´s ability to share expertise, ideas and corporate data, Socialtext removes knowledge silos that have traditionally hampered companies´ ability to respond to change and serve customers efficiently. With Socialtext, people collaborate openly around key business processes in a secure, internal environment, and work together to drive new business opportunities
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