What are the responsibilities and job description for the Insides Sales & Channel Account Manager, Infrastructure Management (Remote, US) position at Digi International Companies?
Digi International (Digi) is a leading global provider of mission-critical and business-critical machine-to-machine (M2M) and Internet of Things (IoT) connectivity products and services. We help our customers create next generation connected products, deploy, and manage critical communications infrastructures in demanding environments. Our embedded modules and off-the-shelf routers, gateways and network products are designed for relentless reliability and deliver unquestioned performance and security. Our cloud-based software and professional services help customers put their connected products and assets to work across a broad range of mission-critical industry applications. Founded in 1985, we have helped our customers connect over 100 million things and growing.
The successful candidate will work with the assigned Channel Sales Manager and the Infrastructure Management marketing team to deliver relevant content WITH and THROUGH assigned distributor and resellers, based on customer search and buying behaviors. Candidates should have an understanding of and strong capability to manage a two-tier channel model for and with their customer base. The ISR Channel role will have the responsibility of maintaining quoting activities and lead sharing programs for each partner to assist in growing channel run rate activity’s growth.
To be successful in this position, the ISR Channel Manager will need to align with the Digi Infrastructure Management sales organization and have frequent engagement with their assigned Distributor and Reseller accounts. The role will be a core member of our Channels "Customer Focus Teams" comprised of sales and technical marketing resources to identify opportunities at these key distributors and to coordinate the most effective business and marketing approach to drive incremental growth and new opportunities.
A key indicator of success for the position will be the ability to grow our addressable market with customers who currently purchase Digi’s Infrastructure Management products and by reaching the thousands of customers currently purchasing from the assigned Distributor or Resellers but are not buying Digi products.
- Collaborate with assigned Distributor or Resellers to assess relevant customer data (buying behavior, searches, collected demographic data, etc.) and develop targeted, relevant partner program content and campaigns WITH and THROUGH these assigned partners
- Working with Channel Sales Manager, establish metrics to track and report success and impact of strategic partner programs; implement closed-loop measures with the partners to measure the ROI
- Marketing Qualified Lead follow up with assigned Distributor or Resellers to accelerate sales conversion
- Collaborate with Channel Product Marketing and product management to:
- Agree and drive new and existing distribution-relevant products matched to these partners including relevant product associations
- Collaborate with Marketing for continuous review and improvements to Digi International’s portion of assigned Distributor and Reseller’s websites to ensure maximized content, images and messaging
- Acquire a clear understanding of how Digi International’s marketing efforts and results fit within assigned Distributor and Reseller’s portfolio from a competitive standpoint; grow our mindshare among their online customers
- Working with Channel Sales Manager, implement Distributor or Reseller training and enablement programs to drive sales activity
- Working with Channel Sales Manager, closely partner with assigned Distributor and Resellers to drive Marketing strategies that are aligned with business priorities matched to the channel partner’s specific space
- Identify and utilize sources of data and market analytics to drive decision making and marketing initiatives
- Bilingual in Spanish is preferred
- Bachelor’s degree in business administration preferred, Marketing or similar; Masters degree a plus
- 3-5 years' experience in channel partner management, including experience managing reseller partner companies specifically
- Experience developing marketing strategies and executing co-marketing plans
- Experience in customer/prospect profiling and segmentation strategies
- Experience in customer account management
- Familiarity with sourcing, using and interpreting data analytics to drive marketing
- Experience in developing and managing a sales opportunity pipeline
- Outstanding communication and presentation skills a must (written, oral, listening, influencing)
- Excellent relationship management, strong team building, and the ability to work across business units and functions within complex organizations
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Excellent interpersonal skills and negotiation skills
Digi International offers a distinctive Total Rewards package including a commission program, new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings.
The anticipated pay range for this position is $85,500 – $128,500, which includes base salary commission target. Pay ranges are determined by role, job level and primary job location. The range displayed reflects the reasonable range we anticipate paying for this position and reflects the cost of labor within several U.S. geographic markets. The specific salary and commission offered within the range will depend on various factors including, but not limited to the candidate’s relevant and prior experience, education, skills, and primary work location. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each position. Pay ranges are typically reviewed and updated annually.
At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.
Salary : $85,500 - $128,500
