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For Companies At a Glance
- Tasks: Drive AI/ML datacentre opportunities and manage key reseller relationships.
- Company: Join a leading global vendor of optical transceivers with 350 employees worldwide.
- Benefits: Enjoy competitive salaries, private healthcare, and a personal pension plan.
- Why this job: Be part of a dynamic team focused on innovation and growth in the tech industry.
- Qualifications: 10+ years in IT sales, strong partner relationships, and channel program management experience required.
- Other info: Work remotely or from the UK/EU, with opportunities for global collaboration.
The predicted salary is between 43200 - 72000 £ per year.
We are a global vendor of compatible optical transceivers. The group employs c.350 people globally. We are the world’s leading third-party optical transceivers business serving customers from its supply facilities and sales offices in the USA, Europe and Asia.
We are looking to recruit a highly motivated Channel Business Development Director to join the sales team. The successful candidate will be responsible for driving new end user AI/ML datacentre opportunities in collaboration with nominated strategic value-added resellers in the EMEA region to meet and exceed company sales and margin growth expectations. Target VARs with which strong relationships are needed are NTT Data, Sopra Steria, IBM and Axians. This position will be UK or EU based and will report directly into our VP of Channel Sales, EMEAI.
Key Responsibilities
- Support the nominated value-added resellers in all activities to drive pipeline opportunities and sales revenue, with particular focus on new end user AI/ML datacentre opportunities.
- Develop joint annual and quarterly business plans.
- Work with Sales VP, EMEA and EMEA Marketing Manager to develop and execute account strategies enabling growth.
- Responsibility for complete sales cycle; from quick and competitive quotes to assisting with issues regarding invoicing and following up of deliveries.
- Meet agreed sales revenue and margin targets.
- Deliver against weekly, monthly and quarterly performance KPIs.
- Report sales activity and opportunities weekly using Salesforce and attend sales management meetings as required.
- Contribute to product & customer strategy development.
- Effectively manage nominated VAR accounts and maintain an extensive knowledge of their requirements and business needs with regards to driving AI/ML opportunities.
- Regularly visit the nominated VAR and end user customers and maintain senior level relationships with their clients.
- Represent AddOn and build partner relationships through regular partner contact.
- Introduce and keep abreast of new technologies.
- Maintain and update customer information, activities, opportunities and tasks on Salesforce.
- Effectively communicate and collaborate with colleagues in Purchasing, Finance, Operations, Product Management, Marketing, Technical Support and Customer Service.
- Adhere to company policy, and work in line with the Company Quality Management System.
- Own and manage day to day activities including business development, opportunity support and pipeline management, marketing activities, MDF and incentive programs, sales training and sales tools to enable sales engagement.
- May be required to assist AddOn team in global locations from time to time.
- May be required to manage, assist or contribute to company projects or business process improvements.
Skills Required
- 10 years+ proven experience of successful sales or business development specifically in the IT or optical networking market with the above partners.
- Strong existing relationships with these partners is essential.
- Proven experience of channel program management & business development.
- Extensive knowledge of the Nvidia/Dell, Arista and Cisco channels in country.
- Ideally someone who has worked for one of those OEMs for at least 5 years.
- Incentive program development.
- Partner on-boarding experience.
- Excel/Office/email etc.
- Ability to work on own initiative and as part of a team, comfortable working from home, good time management skills.
- Motivated and enthusiastic.
- Strong presenter and communicator at all levels, incl CxO.
- Target driven.
Benefits - Competitive Salaries, Personal Pension Plan, Private Healthcare, Income Protection Scheme
Working hours - Monday – Friday 08.30 – 17.30
Channel Business Development Manager employer: Confidencial
Contact Detail:
Confidencial Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Channel Business Development Manager
✨Tip Number 1
Network with professionals in the optical transceivers and AI/ML sectors. Attend industry events, webinars, or local meetups to connect with potential colleagues and partners. Building relationships with people already in the field can give you insights and possibly referrals.
✨Tip Number 2
Familiarise yourself with the specific needs and challenges of the nominated VARs like NTT Data and IBM. Understanding their business models and how they operate will help you tailor your approach and demonstrate your value during interviews.
✨Tip Number 3
Stay updated on the latest trends in AI/ML and optical networking technologies. Being knowledgeable about new developments will not only impress interviewers but also show your commitment to the industry and your ability to drive innovative solutions.
✨Tip Number 4
Prepare to discuss your previous successes in channel management and business development. Have specific examples ready that highlight your achievements, especially those related to sales growth and relationship building with key partners.
We think you need these skills to ace Channel Business Development Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales and business development, particularly within the IT or optical networking market. Emphasise any existing relationships with key partners like NTT Data, Sopra Steria, IBM, and Axians.
Craft a Compelling Cover Letter: Write a cover letter that showcases your motivation for the role and your understanding of the company's goals. Mention specific achievements in driving sales revenue and managing channel partnerships to demonstrate your fit for the position.
Highlight Key Skills: In your application, clearly outline your skills in channel program management, business development, and your knowledge of relevant technologies such as Nvidia/Dell, Arista, and Cisco. This will help you stand out as a strong candidate.
Showcase Your Results: Include quantifiable results from your previous roles, such as sales targets met or exceeded, successful partnerships developed, and any innovative strategies you implemented. This will provide concrete evidence of your capabilities.
How to prepare for a job interview at Confidencial
✨Research the Company and Its Partners
Before the interview, make sure to thoroughly research the company and its key partners like NTT Data, Sopra Steria, IBM, and Axians. Understanding their business models and how they operate will help you demonstrate your knowledge and show that you're genuinely interested in the role.
✨Prepare for Scenario-Based Questions
Expect scenario-based questions that assess your experience in managing channel partnerships and driving sales. Prepare examples from your past roles where you've successfully developed business plans or managed sales cycles, particularly in the AI/ML datacentre space.
✨Showcase Your Relationship Management Skills
Since maintaining strong relationships with VARs is crucial, be ready to discuss how you've built and nurtured relationships in previous roles. Highlight specific instances where your relationship management led to successful outcomes or increased sales.
✨Demonstrate Your Knowledge of Industry Trends
Stay updated on the latest trends in optical networking and AI/ML technologies. During the interview, share insights on how these trends can impact the company's growth and how you can leverage them to drive new opportunities.
