Channel Sales Manager - Enterprise Solutions

My client has asked our Sales & Marketing Practice to fill another strategic role for them. They are a leader in the manufacture and sales of unique systems and software tools for more secure, efficient and effective management of distributed IT functions.

We’re looking for that unique channel player who can drive channel sales and revenue targets by developing and nurturing relationships while evangelizing solutions with channel partner sales teams. The Channel Sales Manager will also be expected to develop and expand partner services opportunities, manage the partner relationship, coordinate cross territory sales opportunities, target verticals with specific channels within the assigned turf, manage operational and administrative activities with partners and generally provide the motivation to ensure channel success.
REQUIREMENTS
Requirements:
·Ability to thrive in a growing, fast-paced environment – this is not for the meek or faint of heart
·Existing knowledge of channel structures and motivations, including those of Systems Integrators, VARs, and other strategic relationships
·Entrepreneurial self-starter
·Detail-oriented
·Strong solution sales and negotiation skills
·Technology-savvy – very technically astute.
·Demonstrated analytical skills (TCO, ROI models, business plans, etc.)
·Can sell highly innovative products into new markets – a solution/consultative sales model
·Excellent communications skills
·Demonstrated relationship development skills with all levels in a partner organization, including top executives
·Ability to travel 50-70%
·Impeccable track record for channel relationship and/or sales management
·5-7+ years channel VAR/alliance management experience (NOT distribution channel)
·Demonstrated ability to initiate and develop corporate relationships
·Sold/represented high value enterprise hardware or software solutions
·Business or Engineering undergraduate degree; MBA preferred
·Must have solid solution sales experience and a background that is NOT: all product sales, all telecom sales or all SMB focus - must be enterprise sales experienced with solid sales successes in F1000 clients in commercial, government, education, financial services, manufacturing and/or healthcare.

Compensation for this role is $70 - ~$90K w/100% upside potential and NO CAP.

If you fit or know of someone who fits these requirements, please let me know right away.

Thanks and have a great day.

Greg Bennett
Sales & Marketing Practice Director
Spherion Professional Services Group
5001 S. Miami Blvd., Suite 320
Durham, NC 27703
Tel: (919) 474-3219
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