JOB RESPONSIBILITIES

- 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.

- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. - Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

- 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 enduser 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.

- Proactively recruits new qualifying partners.

ACCOUNTABILITIES AND PERFORMANCE MEASURES :

- Achieves assigned sales quota in designated partner accounts.

- Meets assigned expectations for profitability.

- Completes partner account plans that meet company standards.

- Maintains high partner satisfaction ratings that meet company standards.

- Completes required training and development objectives within the assigned time frame. ORGANIZATIONAL ALIGNMENT

- Reports to the VP Channel Sales

- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.

- Closely coordinates company executive involvement with partner and end-user customer management as appropriate.

- Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

- This position may have direct report staff assigned to support responsibilities within specific partner accounts.

QUALIFICATIONS :

- Four year college degree from an accredited institution

- Minimum ten years of channel sales experience in a business to-business sales environment.

- PC proficiency ENVIRONMENTAL JOB REQUIREMENTS AND WORKING CONDITIONS

- This position requires extensive travel.

- All prospective employees must pass a background check.

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