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For Companies At a Glance
- Tasks: Drive partner sales, recruit new partners, and exceed sales quotas in a dynamic environment.
- Company: Join Perforce, a global leader trusted by top brands for innovative software solutions.
- Benefits: Enjoy a collaborative culture, competitive rewards, and opportunities for personal growth.
- Why this job: Be part of a passionate team transforming data-driven enterprises and enhancing customer experiences.
- Qualifications: 10+ years in channel management, fluency in English plus another language, and strong relationship-building skills.
- Other info: Opportunity for international travel and a chance to work with cutting-edge technology.
The predicted salary is between 43200 - 72000 £ per year.
Requirements:
- 10+ years of progressive experience in enterprise channel/partner management.
- Demonstrated success in recruiting, developing, and managing relationships with VARs, SI’s, and Technology partners at a senior level.
- Territory: Existing partner network in Southern Europe, France, Portugal, Italy, Middle East and/or North Africa.
- Cultural and operational complexity of the territories to reinforce the need for candidates with regional experience.
- Language skills: Fluency in English is required, PLUS at least one of the following languages: French, Spanish, Italian, Portuguese, Arabic. Multilingual candidates are strongly preferred.
- Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
- Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
- Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
- Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
- Deep understanding of enterprise software, preferably in DevOps, data compliance, or testing/QA tools but at least technology industry.
- Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
- Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
- Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
- Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
- Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
- Preferably Bachelor\’s degree or higher
- Ability and willingness to travel approximately 50% of the time, including international travel as needed.
- Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.
Responsibilities:
- Meet or exceed assigned sales quotas within the territory.
- Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
- Proactively recruit, qualify, and onboard high-potential partners.
- Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
- Generate leads and identify new sales opportunities within the partner ecosystem.
- Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
- Execute plans to develop partners\’ sales, pre-sales, and delivery capabilities on the Perforce Solutions.
- Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
- Build and maintain strong relationships with key value-added resellers and systems integrators.
- Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
- Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
- Support co-marketing events to increase brand visibility and lead generation.
- Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
- Manage, track, and report on all partner activities and results using Salesforce CRM.
- Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
- Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
- Maintain in-depth knowledge of Perforce products and industry trends.
- Continuously seek innovative strategies to improve partner engagement and sales performance.
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Channel Sales Manager employer: Delphix
Contact Detail:
Delphix Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Channel Sales Manager
✨Tip Number 1
Network strategically within your existing partner ecosystem. Since the role requires an established network in Southern Europe and the Middle East, reach out to contacts you may have in these regions to discuss potential opportunities at Perforce.
✨Tip Number 2
Familiarise yourself with Perforce's products and their applications in DevOps and data compliance. Understanding how these solutions can drive business value will help you articulate your fit for the role during discussions.
✨Tip Number 3
Prepare to showcase your experience in managing relationships with VARs and SIs. Be ready to discuss specific examples of how you've successfully driven sales through partnerships, as this will be crucial in demonstrating your capability.
✨Tip Number 4
Highlight your multilingual skills, especially if you speak French, Spanish, Italian, Portuguese, or Arabic. This will not only set you apart but also align with the company's needs in the specified territories.
We think you need these skills to ace Channel Sales Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in channel and partner management. Focus on your achievements in recruiting and managing relationships with VARs and SIs, especially in the territories mentioned.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of Perforce's mission and values. Emphasise your strategic planning skills and how you can drive sales through partnerships, aligning your experience with their requirements.
Showcase Language Skills: If you are multilingual, make sure to highlight your language skills prominently. Mention your fluency in English and any additional languages, as this is a strong preference for the role.
Demonstrate Technical Understanding: In your application, illustrate your technical knowledge related to DevOps, data compliance, or testing tools. Provide examples of how you've translated technical capabilities into business value in previous roles.
How to prepare for a job interview at Delphix
✨Research Perforce and Its Products
Before the interview, take some time to understand Perforce's products, especially in the areas of data management, compliance, and testing. Familiarise yourself with their market position and recent developments to demonstrate your genuine interest and knowledge during the conversation.
✨Highlight Your Partner Network Experience
Since the role requires an existing partner network, be prepared to discuss your previous experiences in recruiting and managing relationships with VARs and SIs. Share specific examples of how you've successfully driven sales through partnerships, as this will showcase your relevant expertise.
✨Demonstrate Strategic Thinking
The position demands strong strategic planning skills. Be ready to discuss how you have developed and executed successful strategies in past roles. Use concrete examples to illustrate your ability to drive complex sales cycles and exceed quotas, which is crucial for this role.
✨Prepare for Cultural and Regional Questions
Given the geographical focus on Southern Europe and the Middle East, prepare to discuss your understanding of cultural nuances and operational complexities in these regions. Highlight any multilingual skills you possess, as this can set you apart from other candidates.
