Channel Accounts Manager

What You Will Do

The Channel Accounts Manager is a key role directly reporting to the Associate Director, Sales BAS & Controls for the Middle East & Africa region. You will be based out in Dubai and work closely with the sales team to secure orders and achieve business goals in MEA Region. You will target to have our Controls/Building Automation Systems specified by consultants and installers into their bids and projects. Develop long-term relationships with channel partners, consultants, developers, and end-users to promote the sales of Building Automation Systems. Prepare and deliver high-quality product & technical presentations, live product demonstrations to consultants, channel partners, developers, and end-user, and recommend viable solutions for their project requirements.

As a member of this team, you will work within a vibrant environment that provides a platform for you to use your experience to deliver our business objectives for the MEA region.

How You Will Do It

As a Channel Accounts Manager, you will use in-depth technical knowledge of Controls/Building Automation Systems and facilitate the channel partners, consultants, developers, and end-users on design and specifications. Liaise with R&D, Training, Product Management, and Technical Support resources to ensure that proposals and feature requests include technical solutions that accurately address customer needs, and other major accountabilities include:

• Prepare and present reports by collecting quantitative information to analyzing market trends, competitive matrix, products gap vs market demands and propose a growth action plan for each channel in the territory
• To improve forecast accuracy you will maintain the record of target opportunities, quotes, projects, contacts, and correspondence in company approved databases
• Team up with Area Manager to ensure the annual sales target are met for the territory
• Build the pipeline using Salesforce or other CRM systems
• Enhance brand visibility, credibility and actively seeking ways to improve profit, market share, and reputation
• A part of your job is to attend sales exhibitions, trade shows, conduct technical training and seminars for consultants to enhance their knowledge of our product portfolio and how it can be utilized to generating new sales leads
  
  

• Bachelor’s Degree in Mechanical/Electrical Engineer or equivalent
• 5-7 years of minimum in Sales or Business Development experience in Controls/Building Automation Systems in the UAE
• Proficient in generating new business through existing & potential customers, channels partners and distributors networks
• Proven track record of having Building Automation Systems specified by Consultants and Installers into their bids and projects
• Negotiator, self-starter, tireless and results-driven mentality, able to continually critique & optimize performance
• Prior experience in preparing estimations, submittals, providing the technical report, and interpreting technical designs
• Experience in using Salesforce.com or other CRM systems
• Ability to lead, develop strategic partnerships, and present concepts and articulate business values to consultants, developers, and key decision-makers
• Excellent English communication skills
• Flexible to travel