Senior Channel Sales Manager

In Shakopee, MN

OVERVIEW

The Senior Channel Sales Manager will be responsible for establishing relationships and driving profitable revenue within assigned accounts. With the directive of establishing and building long term partnerships, the individual will work with key internal and external stakeholders in developing, implementing and managing key initiatives and growth plans in line with CyberPower vision and values. Designated accounts and customers within the territory include IT Distributors, VARs, MSPs, system integrators and Cloud service providers.

This position reports to the Sr. Director of Sales and will interact on a regular basis with sales, administration, customer service, and management staff. This position works cooperatively with others.

RESPONSIBILITIES

SALES

  • Generate new business opportunities and leads. Create proposals and quotations. Manage, monitor, and follow through on opportunities through closure.
  • Act as the key point of contact between the organization and the clients by answering questions, responding to inquiries, and introducing new and existing products and options.
  • Manage assigned accounts by conducting and leading sales calls, addressing questions and engage the channel community ensuring sales goals are met and/or exceeded through partner generated activity.
  • Manage inventory levels at accounts; provide strategy for forecasting and development of growth initiatives.
  • Recruit, enroll and develop new accounts in the Alliance program.
  • Work diplomatically and effectively across cross-functional teams.

MARKETING

  • Budget, plan, and execute annual marketing plans for managed accounts.
  • Conduct market research to identify selling opportunities and evaluate customer needs and goals.
  • Represent the organization by selecting and attending trade shows, events, trainings and outings addressing questions and cultivating new relationships while maintaining existing ones.
  • Follow and exercise sound financial management practices, demonstrate financial stewardship of company resources and ensure compliance with company expense and corporate card policies.
  • Manage and execute sales promotions and marketing activities and initiatives to meet or exceed specified goals.

PARTNER EDUCATION

  • Educate distribution and reseller sales professionals on products, programs, promotions, competitive advantages and how to sell products to customers through product knowledge sessions.
  • Manage assigned accounts by conducting and leading customer training events and webinars.

ADMINISTRATIVE & OPERATIONAL

  • Attendance is an essential function of this position.
  • Performing all other duties as assigned.

REQUIREMENTS

  • Bachelor’s degree in Marketing, Communication, Sales or related field.
  • Minimum of ten years of channel sales experience in a business-to-business sales environment.
  • Knowledge of IT Channel required.
  • Knowledge of uninterruptible power supply products and market a plus.
  • A proven track record of sales excellence with a consistent achievement of assigned objectives and quotas.
  • Professional written, verbal and interpersonal communication skills that produce desired results.
  • Ability to effectively present information and respond to questions from internal and external customers which includes coworkers, managers, customers, regulatory agencies and vendors.
  • Capable of reading and interpreting information, such as reports, general correspondence and policy guidelines, with the ability to share with others as needed.
  • Ability to use a computer and standard business and other work-related software with minimal instruction.
  • Ability to use a computer and standard business and other work-related software with minimal instruction.
  • Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, fractions and decimals.
  • Excellent active listening, decision-making, team building and customer service abilities.
  • Ability to work and prioritize independently with the capacity to collaborate with others.
  • Excellent time and organizational abilities with the ability to seek assistance in a professional manner.
  • Ability to manage multiple and varied projects simultaneously with minimal supervision while maintaining attention to detail.
  • Capable of demonstrating an understanding of, and being sensitive to, serving a culturally diverse customer base.
  • Demonstrated ability to learn and apply newly acquired feedback, skills, and knowledge.
  • The ability to maintain confidentiality and comply with professional ethics and standards.
  • Ability to learn and apply new competencies and information as to enhance individual job performance and make recommendations to the department.
  • Strong sense of urgency, accuracy, and follow through.
  • Ability to work independently and as a contributing team member; self-motivating.
  • Proficient in Salesforce and Microsoft Office applications including PowerPoint, Excel, Word, etc.
  • Flexible, organized, personable; professional attire required.
  • Travel is required; approximately 50%.

PHYSICAL REQUIREMENTS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

  • While performing these duties the person is regularly required to walk, stand, bend, climb stairs, kneel, or crouch and successfully demonstrate the ability to write or use a computer or other electronic devices and operate a variety of hand and power tools.
  • Employees in this position may need to regularly lift at least [25 lbs. and up to 80] pounds occasionally and may need to exert themselves while performing the above-mentioned duties.
  • Perform a variety of physical labor including climbing ladders, bending, kneeling, reaching and standing for long periods of time. Also includes being able to lift boxes, tools, equipment and materials.
  • Ability to drive a car and travel to worksites. Employee will be reimbursed mileage according to corporate reimbursement schedule if using a personal vehicle.
  • Reasonable accommodations will be made as needed to assure staff is safe. Assistance will be provided if employee is unable to complete a task.

QUALIFICATIONS
To perform this job successfully an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Ability to pass a Criminal Background Check.
  • Current driver’s license along with a good driving record and valid insurance.
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