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- Tasks: Lead and drive partner-sourced deals in the EMEA region while managing relationships.
- Company: Join Advanced Navigation, a global leader in autonomous system technologies with a focus on innovation.
- Benefits: Enjoy financial support for education, wellness classes, and an employee bonus scheme.
- Why this job: Be part of a revolutionary team impacting defence and technology while enhancing customer experiences.
- Qualifications: 3+ years in APNT or related tech; strong B2B sales experience required.
- Other info: This is a new role in EMEA, offering creative freedom to shape processes.
The predicted salary is between 48000 - 84000 ÂŁ per year.
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Advanced Navigation – It\’s In The Name
Advanced Navigation – It\’s In The Name
Advanced Navigation is a global leader in APNT and autonomous system technologies. By leveraging capabilities in software-defined hardware, every solution delivers unrivaled capabilities and exceptional performance across land, air, sea and space applications where GPS is unreliable.
Made possible with extensive research, testing and vertically integrated manufacturing, the company has progressed into deep technology fields, including robotics, inertial, photonic and quantum sensing, artificial intelligence, underwater acoustics, and GPS antennas and receivers. Customers choose Advanced Navigation for rapid product delivery and unmatched technical field expertise.
Headquartered in Sydney, Australia, with research and production facilities nationwide and offices globally. Backed by KKR, In-Q-Tel (IQT), former Australian Prime Minister Malcolm Turnbull and General David H. Petraeus (US Army, Ret.), Advanced Navigation supports AUKUS by collaborating with UK and US partners to drive innovation, fortify supply chains, and enhance allied resilience and interoperability in defense. #JoinTheAutonomyRevolution
Company Benefits
- Leave allowance for volunteer work
- Financial Support for further education
- Military Service leave entitlements for reservists
- Employee Assistance Program
- Employee Bonus Scheme
- Flexible work practices
- Excellent facilities across all of our Australian offices – including weekly wellness classes, cutting-edge laboratories and great end of trip facilities in Perth & Sydney
Overview Of Role
Advanced Navigation is making a significant investment in scaling its global go-to-market strategy through a robust partner program. We\’re looking for a highly motivated Channel Account Manager in the EMEA region whose primary mission will be to quarterback and drive the successful closure of partner-sourced deals.
You\’ll be the internal champion for our channel partners, ensuring their opportunities progress efficiently through our internal processes and ultimately become closed-won business. While deal closure is paramount, you\’ll also be instrumental in managing and strengthening existing partner relationships and providing comprehensive support to partners across the region. A core responsibility of this role is to champion the end customer\’s experience, ensuring they receive a top-tier experience working with both Advanced Navigation as the OEM and our partners as the regional representatives of our brand.
What You\’ll Do
- Driving Reseller-Sourced Deals & Revenue
- In conjunction with the regional Head of Sales, you will be responsible for EMEA reseller bookings and revenue targets
- Act as the internal \”quarterback\” and champion for all deals generated by EMEA resellers. You will be responsible for helping our resellers close these deals.
- Facilitate these deals’ progression by coordinating with AdNav\’s Revenue Operations, Solutions Engineering, Support, and other relevant teams to ensure efficient handling of reseller-sourced deals.
- Oversee the internal review and vetting process for reseller-generated deals, collaborating with in-house subject matter experts as needed to sign off on technical fit and sales feasibility.
- Coordinate operational support for resellers, such as facilitating demo units and quarterbacking RFIs/RFPs.
- Collaborate closely with partners to ensure their sales and post-sales processes align with Advanced Navigation\’s high standards for customer satisfaction.
- Monitor partner-led customer feedback and proactively address any issues to maintain a consistent, positive brand experience.
- Equip partners with the necessary resources and training to provide exceptional support and service to end customers, reinforcing Advanced Navigation\’s commitment to quality from solution delivery through ongoing support.
- Serve as the primary point of contact and relationship manager for all AdNav resellers, both commercial and defence, within the EMEA region.
- Support setup and enablement of in-region sales agents in coordination with the EMEA head of sales and associated Account Executives.
- Ensure all partners are fully enabled by providing access to and monitoring their progress and compliance with our partner enablement programs. This will include the technical and sales training, systems access and protocols, and marketing materials provided by the global partner program.
- Coordinate and facilitate marketing and conference support for partners in the region, as required.
- Organise and conduct regular pipeline review meetings with your resellers and regional Heads of Sales and Account Executives.
- Utilise AdNav\’s internal systems to facilitate management of the regional partner pipeline and forecasting, tracking of partner activity levels, and monitoring key performance metrics. metrics.
- Monitor and support the team with adhering to established rules of engagement and collaboration protocols between partners and AdNav\’s core sales team.
- Contribute to understanding regional market dynamics and identifying aggregation points or ideal partner profiles specific to EMEA.
Qualifications & Experience
- 3+ years experience within the APNT or related technology sector, with a strong understanding of the market dynamics, key players, and trends.
- 8+ years of experience in business development, channel sales, sales operations, or account management within a B2B technology environment.
- Specific experience in the EMEA market required – knowledge of operating in diverse European markets (e.g., DACH, Nordics, Benelux, UK&I, France, Southern Europe) and understanding regional business customs is highly beneficial.
- Experience in managing complex deal cycles and coordinating cross-functional teams.
- Demonstrated history of account development and quota attainment.
- Excellent communication, negotiation, and interpersonal skills.
- Self-starter and creative: you will be the first person in this new role in EMEA, and you are encouraged to propose solutions and workflows that you believe will enhance the productivity and effectiveness of the role.
- Domain experience in Mining, Industrial Automation, Defence, Surveying, Autonomous vehicles/robotics and Maritime/subsea markets is highly beneficial
- Strong understanding of Salesforce or similar CRM systems for pipeline management, account tracking, and reporting.
Seniority level
-
Seniority level
Mid-Senior level
Employment type
-
Employment type
Full-time
Job function
-
Job function
Sales and Business Development
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EMEA Channel Account Manager employer: Advanced Navigation
Contact Detail:
Advanced Navigation Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land EMEA Channel Account Manager
✨Tip Number 1
Familiarise yourself with Advanced Navigation's products and services, especially in the APNT and autonomous systems sectors. Understanding their technology will help you engage more effectively with potential partners and demonstrate your expertise during discussions.
✨Tip Number 2
Network within the EMEA region by attending industry conferences and events related to APNT and autonomous technologies. Building relationships with key players in the market can provide valuable insights and potentially lead to partnership opportunities.
✨Tip Number 3
Stay updated on the latest trends and developments in the EMEA technology landscape, particularly in sectors like defence and industrial automation. This knowledge will not only enhance your conversations with partners but also position you as a thought leader in the field.
✨Tip Number 4
Demonstrate your ability to manage complex deal cycles by preparing case studies or examples from your previous experience. Highlighting your success in coordinating cross-functional teams will show that you're well-equipped for the challenges of this role.
We think you need these skills to ace EMEA Channel Account Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in business development, channel sales, and account management, particularly within the APNT or related technology sectors. Emphasise your understanding of the EMEA market and any specific regional knowledge you possess.
Craft a Compelling Cover Letter: In your cover letter, express your enthusiasm for the role and the company. Discuss how your skills align with the responsibilities outlined in the job description, particularly your ability to manage partner relationships and drive revenue through reseller-sourced deals.
Showcase Relevant Achievements: Include specific examples of past successes in managing complex deal cycles and achieving sales targets. Use quantifiable metrics where possible to demonstrate your impact in previous roles, as this will help you stand out.
Research Advanced Navigation: Familiarise yourself with Advanced Navigation's products, services, and market position. Understanding their commitment to customer satisfaction and innovation will allow you to tailor your application and show genuine interest in the company.
How to prepare for a job interview at Advanced Navigation
✨Research Advanced Navigation
Before the interview, make sure to thoroughly research Advanced Navigation and its products. Understand their role in APNT and autonomous systems, as well as their market position and recent developments. This knowledge will help you demonstrate your genuine interest in the company and its mission.
✨Showcase Your EMEA Market Knowledge
Given the focus on the EMEA region, be prepared to discuss your understanding of the diverse European markets. Highlight any specific experiences you've had in these areas and how they relate to the role. This will show that you are not only qualified but also culturally aware of the business customs in the region.
✨Demonstrate Relationship Management Skills
As a Channel Account Manager, relationship management is key. Prepare examples from your past experiences where you successfully built and maintained relationships with partners or clients. Emphasise your communication and negotiation skills, as these will be crucial in managing reseller relationships.
✨Prepare for Scenario-Based Questions
Expect scenario-based questions that assess your problem-solving abilities and how you would handle specific situations related to deal closures or partner support. Think of relevant examples from your previous roles that showcase your ability to navigate complex deal cycles and coordinate with cross-functional teams.
