Channel Manager

  • Mumbai
  • Confidential
  • 12-18 years
  • 27 Mar 2015

  • Sales/ Business Development/ Account Management

  • IT/ Technology - Software/ Services
Job Description


Own the success of the Channel & Alliances program for India & South Asia region
Develop and Implement the go-to-market strategy for CSOD's Channel & Alliances strategy for India & South Asia
Responsible for generating revenue growth and achieving individual and organization's quota
Identifying and developing relationships with potential resellers, distributors, strategic partners and referral partners (collectively "partners")
Selling our solutions to and with partners; meeting sales quotas; maximizing the resale of our Unified Talent Management platform
Enabling the effective referral of sales opportunities from partners; supporting the Company's sales efforts
Develop & Execute jointly agreed Business and GTM plan with various categories of the partners
Drive partner marketing programs
Strong analytical skills to determine which Go-To-Market partners and programs are driving results and insight to build on that experience; regularly analyzing & optimizing the campaigns
Demonstrate ability to work at the strategic level (generating bold and innovative ideas for partnership & growth with Large System Integrators, Advisory/Consulting partners, Niche HR/Cloud Consulting/Services firms) and at the tactical level (managing channel advertising campaign execution, creating campaigns with field marketing team, analyzing the effect and solving problems)
Work with Sales Organization in balancing out the right account mapping and field level relationships with the partner eco system*
Partner management to both existing and net-new partners to ensure they are building capacity & competency to address the direct & indirect business strategy
Represent both the voice of the partner to and the voice of  the partner as required to resolve issues and overachieve quota
Demonstrated Leadership
Excellent Business Connection
Strong Operational Expertise
Must possess high Integrity and Ethics
Self-Starter & Team Player
Can call high in the partner & enterprise/mid-market/smb organizations
Has relationships across the board at top/C levels and relationships that have been built over the years and not an outcome of recent interactions
Is able to articulate and execute a solution selling methodology
Be non-political and a great team player thus achieving highest standards of collaboration, goal orientation and operational excellence

Required Skills and Experience

BA/BS/BE degree or equivalent with a strong academic record; advanced or MBA valued
12+ years of relevant Channels/Alliances/Partner leadership/account role experience with 15 years of employment in consistent goal attainment roles; Software-as-a-Service (SaaS) preferred
Preference for experience with business applications vendor in building and managing mutually beneficial partnership with the eco system of partners in India & South Asia
Experience selling talent management and/or HR-related software or services highly valued
Strong business solutions aptitude with acumen of Account Planning and consultative solutions sales skills
Proven track record of consistent overachievement of the quota and forecasting skills
Tenacity and sense of urgency; in situations ability to make things happen quickly with less nimble partners and/or teams
Bachelor's degree in Engineering, Business, Marketing or equivalent; MBA is a plus
Strong drive to achieve results with minimal supervision
Excellent communication (verbal and written), presentation, time management and organizational skills
Experience using a CRM or contact management system
Openness and ability to be coached, passion for winning, persistence and determination
Proven experience of translating marketplace opportunities into the value of partnering
Comfortable with weekly travel
Strong time-management skills. Ability to thrive in a fast-paced environment, and to manage multiple, competing priorities simultaneously
Aptitude for Technology, including using web based software and internet tools