Channel Manager

Job Title

Channel Manager

Job Scope

The Channel Manager is accountable for developing the sales strategy while driving the recruitment of partners, overseeing account profiles and planning a growing market share through set targets. S/He monitors competitors’ activities, deals with resellers and coordinates with the marketing team on channel activities and programs.

Main Duties and Responsibilities

Technical and Operations

• Define and implement the channel strategy and roadmap of the assigned service/product’s line in alignment with the management
• Lead the partners’ relations in alignment with the company’s management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales in the assigned territory
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future services/products by conducting market research supported by on-going visits to existing and potential customersv
• Execute and supervise the entire sales cycle from quotation to collection
• Track credit and/or payment performance, review outstanding settlements and manage resolutions accordingly
• Generate sales for the entire service/product line in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs
• Develop and deliver accurate sales forecasts and market development reports in line with business objectives
• Promote the service(s)/product(s) and the company within the region
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

Position Requirements

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

• Minimum 5 years of experience in a Channel Manager or similar role within an IT distributor, vendor, or value-added reseller (VAD).
• Proven experience in developing and managing a channel partner ecosystem, including recruiting, enabling, and growing reseller and system integrator partners.
• Strong experience with Riverbed, Oracle, or Schneider Electric products. Experience with similar enterprise vendors such as Juniper, Cisco, or similar solutions will also be considered.
• Well-established channel network within the UAE market, with existing relationships across partners, resellers, and system integrators.
• GCC market experience is highly preferred and will be considered an added advantage.
• Strong business development, partner management, and account growth capabilities, with a proven track record of achieving sales targets.
• Excellent communication, negotiation, and stakeholder management skills.

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