The Channel Sales Manager is responsible for the development and execution of Education Management Solutionsâ channel distribution revenue, and building the pipeline of sales business through partners such as distributors and resellers. The Channel Manager represents the range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.
The Channel Sales Manager wins, maintains, and expands relationships and revenue with assigned channel partners. Channel partners are assigned based on geography, vertical, or market. The Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives, and for identifying, developing, and expanding relationships with industry partners, value added resellers, and distributors.
Essential Functions
Drives Product Sales and Revenue Pipeline through Channel partners
Develops, executes and manages business plan and tracks pipeline and revenue progress for each Channel partner
Training, mentoring, and motivating channel partners in the assigned territory and attending client meetings when possible
Focus on driving field engagement with assigned channel partners, execute channel partner account plans and support field sales team.
Recruit new partners to help fuel EMS company growth and continued success.
Critical focus on building trust and credibility and solution-orientation at individual, team and senior leadership levels to ensure exceptional partner experience and overall performance; proactively obtain feedback on the effectiveness of the collaboration.
Continually learn about new offerings and improve selling skills. Evaluates current and future growth opportunities within current partner ecosystem. Recommend additional collaboration and expansion opportunities.
Generating additional demand through partner events
Analyzing markets for emerging trends and reporting the same to management
Monitoring pricing policies and making sure that channel partners sign proper contracts/agreements
Fostering relationships between channel partners and end users
Sets short- and long-term channel sales strategies
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Coordinates development of sales and marketing materials required for channel partners to be successful
Promotes Education Management Solutions’ products within channel organizations
Directs leads developed within the channel to the appropriate sales person within EMS
Participates in EMS sales discussions as needed
Recommends product or service enhancements to improve customer satisfaction and sales
Evaluates effectiveness of partner programs and improves upon them
Responsible for creating sales for the company
Responsible for all communication of all channel activities with resellers / Affiliate Recruiters
Responsible for designing channel market plans to improve the market share of the company
Establishes productive, professional relationships with key personnel in assigned partner accounts
Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Sells through partner organizations to end users in coordination with partner sales resources
Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
Ensures partner compliance with partner agreements
Drives adoption of company programs among assigned partners
Secondary Responsibilities
Setting up new channel partners and overseeing the on-boarding process
Implementing channel marketing plans set out by the channel marketing team
Working closely with sales teams within the channel partner to train and advise
Regularly meeting with counterparts with partner organization
Monthly reporting on sales KPI’s within channel partners
Working to sales and revenue targets as set by the VP of Business Development & Marketing
Giving feedback to the marketing team on the success of sales promotions
Addressing customer service issues as raised by the channel partner
Identifying and reaching out to new potential channel partners
Working on cross selling opportunities within the organization
SKILLS AND ABILITIES:
History of past success leading field engagement and executing Channel account partnerships.
Ability to negotiate and structure partnerships
Excellent relationship building skills
Solid Coaching and Leadership skills
Excellent interpersonal skills and an ability to build strong relationships with partners
Excellent verbal and written communication skills
Ability to establish and maintain positive and effective work relationships with coworkers, clients, members, providers and customers
Ability to travel 25%-50% to meet resellers, recruiters develop relationship with them
Highly motivated and should have leadership qualities and managing people skills
Strong personal network within the industry
Driven, highly motivated and passionate about sales
EDUCATION AND EXPERIENCE:
Bachelors Degree Required
Minimum of 5+ years quota-carrying sales experience and experience managing SaaS channel partners
Must have at least 5 to 7 years of industry related experience in Sales and Management
4-7 years’ experience selling healthcare services to employers and payers
Prior experience as account manager is advantageous
Professional sales training would be an advantage but not essential
Previous experience of driving channel sales ideally within the same product category and channel
Experience developing channel partnerships with healthcare consultants and brokers