What are the responsibilities and job description for the Channel Manager position at Marco Technologies?
POSITION SUMMARY/OBJECTIVE
The Channel Account Manager is responsible for achieving divisional sales goals for assigned Technology Service Distributors and sales partners. You will manage the sales pipeline, forecast and opportunities associated with our Indirect sales partners. Covering all products and solutions with a moderate level of task diversity and complexity. You will develop competencies, support corporate initiatives and philosophies, and meet acceptable standards of key performance indicators (KPI's). Through your personal representation externally with partners and vendors, you'll provide superior sales engagement and best-in-class partner experiences.
ESSENTIAL FUNCTIONS
- Manage the assigned sales partners as follows:
o Identify, recruit and onboard new partners.
o Maximize distributor relationships and stay relevant within their respective sales initiatives.
o Identify, attend, and nurture industry and partner events.
o Be an escalation point of contact to handle issues and involve direct leadership as needed.
o Conduct partner business reviews and assist in compensation decisions.
o Develop and implement strategic initiatives for Marco's indirect sales channel.
- Manage forecasts, close deals, record sales activity, and track partners data using company-standard CRM tools, Salesforce.com.
- Develop and maintain in-depth knowledge of company products and services, Marco sales processes, markets, trends, competitors, and clients to maximize efficiency and effectiveness.
- Conduct and train on delivering effective sales presentations for products and solutions offered by Marco.
- Promote cross selling opportunities within partner accounts.
- Provide expertise on products and services including:
o Ensure alignment with Marco strategic initiatives.
o Ensure alignment with Marco's product offerings.
o Utilize Marco's solution team for opportunity assistance.
- Uphold Marco's business ethics by ensuring our solutions provide clients with increased efficiencies and profits.
- Utilize established processes and designated tools to manage and report clear team KPI's.
- Support Marco's commitment to total customer satisfaction through active participation in client and employee sales escalations, including prompt research and resolution.
- Develop indirect sales team plans to increase revenue, profit, and market penetration.
- Manage the required non-traditional work hours to meet job duties and responsibilities.
- Act in accordance with Marco policies and procedures as set forth in the employee handbook.
- Perform other related duties as assigned.
- Attend required company and departmental meetings.
- Act in accordance with Marco policies and procedures as set forth in the Employee Handbook.
- Perform other related duties as assigned.
QUALIFICATIONS
Education and Experience
- Associate's degree and three years of relevant experience; or equivalent combination of education and experience.
- Prior history of managerial or previous leadership experience preferred.
- Indirect sales or partner sales experience.
- Bachelor's degree preferred.
Licenses and Certifications
Valid Driver's License, proof of personal insurance and an acceptable driving record.
REQUIRED SKILLS
1. Willingness to travel with overnight stays as required.
2. Demonstrate excellent verbal and written communication skills with internal and external clients.
3. Ability to develop, maintain and optimize relationships with external partners.
4. Self-starter, ability to plan and implement national sales strategy with limited supervision.
5. Ability to thrive in a competitive, goal-driven environment.
6. Highly organized, ability to maintain accurate and detailed records of sales activity.
7. Ability to prioritize responsibilities and to operate with changing priorities.
8. Demonstrate ability to deal effectively and professionally with all types of people and situations.
9. Proficient with business collaboration tools including MS Office applications and company specific programs.
10. Ability to prioritize and optimize accuracy and speed of sales.
11. Optimistic and positive attitude, helpful coach and mentor to team.
12. Accountable for tasks, quota, and revenue generation.
Compensation: N/A
