Job Title Channel Sales Manager
Location Rochester, NY
Job Type Full-Time Regular
Job Description

Objectives: This position is responsible for growing sales through indirect or channel programs. This includes partners, distributors, and resellers. This channel will be selling innovative data center cooling solutions offering industry changing technology driving results for customers significantly improving capacity, efficiency, and profit. This Channel Manager will identify, rationalize, and optimize the channel partners and manage channel partner performance to revenue objectives.

Responsibilities

Measurable Results

Channel Optimization

· Effect the correct changes that result in your company having partner relationships with the right number and type of channel partners needed for reaching the sales and profitability goals of the organization.

· Review and update all contractual agreements to ensure clear understanding (bi-directionally) on all of the following:

o Defined channel model

o Packaged offerings

o Defined industries/geography

o Sales Process

o Sales Management Process

o Metrics and fees/compensation

Partner coaching and support

· Provide partner support within the following:

o Opportunity qualification, proposal development and sales closure

o Product knowledge and training

o Comparative analysis support (why they should use your product instead of others on their line card)

Direct Sales

· In support of a partner or on major opportunities provide direct sales for winning key deals.

Close sales timely in enough volume to meet annual business objectives.

· Winning sales to meet and exceed new revenue objectives.

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