Channel Executive

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The Channel Executive will have primary responsibility for building and maintaining a territory that meets or exceeds the territory quota across a group of partners assigned within the territory. 

Responsibilities:

Account Management

  • Business planning and enabling a set of partners who are Sage Intacct's key small and mid-market solutions and services partners, such as resellers, consultants and system integrators.
  • Work with other members of the channel team to identify ways to grow a partner's Sage Intacct practice
  • Learn and maintain in-depth knowledge of Sage Intacct products and technologies, Marketplace partners, competitors, industry trends
  • Work with other departments across Sage Intacct to resolve issues and advocate for the channel team

Enablement

  • Effect skills transfer for key technical, consulting, sales and marketing personnel within each partner organization
  • Develop and maintain channel enablement tools to facilitate partner assimilation and ensure partner success
  • Organize channel training to educate, motivate, and activate sales and marketing people through the use of our channel tools.
  • Identify issues, build and execute plans to improve a partner's performance
  • Learn and maintain competitive knowledge on industries and products to leverage in sales cycle
  • Work with additional channel enablement personnel and channel marketing personnel to help develop and execute on effective programs and enablement strategies

Pipeline Management

  • Achieve mutually agreed upon sales quota for assigned partners
  • Manage and close Sage Intacct partner sales opportunities through partner account strategy, forecasting, account resource allocation, and planning
  • Initiate joint business planning and marketing plans with partners including individual responsibility for a sales objective.
  • Increase pipeline through forecasting, demand generation and targeted campaigns through Sage Intacct partners 
  • Identify major opportunities within channel partners and co-ordinate Sage Intacct activities through pre-sales, professional services, etc. to maximize our product and services sales
  • Engage in partner opportunities resulting in forecasting accuracy and pipeline management
  • Work in conjunction with Corporate Sales Reps to drive and direct business and services through partners, including web-based presentations to manage product positioning and strategies

Requirements:

  • BS/BA in Business, Marketing or a computer-related field is required
  • 3+ years sales experience with in-depth knowledge of channel and end user sales of similar accounting solutions such as Microsoft, Intuit, and Sage
  • High business acumen is a must as is successful and proven track record in performance in leveraged sales
  • Proven ability to manage complex sales cycle, with a track record of successful revenue attainment
  • Excellent communication and conflict resolution
  • Ability to manage and articulate complex processes
  • Strong relationship building skills and overall comprehension of sales cycle
  • Excellent interpersonal, communication & presentation skills
  • Knowledge of Financial Applications and complimentary solutions
  • Keen understanding of consultative solution selling skills and knowledge of the service industry.
  • Business development, account management and business planning skills
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