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

Objective: This position is responsible for growing sales through indirect or channel programs. This includes partners, distributors, and resellers.


Measurable Results

Distribution Channel Optimization

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

· Review and update agreements, communications and business objectives 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 Market/industry focus and opportunities

Partner coaching and support

· Provide partner support within the following:

o Opportunity qualification, proposal development and sales closure

o Identify private label opportunities for resellers and OEMs of complementary products and product knowledge and training

o Education on new product categories to help channel partners improve their sales, profitability and market competitiveness

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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