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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