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Channel Sales Manager

Our client is a global document imaging company and leading provider of Cost Recovery and Expense Management software products for law and professional services firms’ worldwide – particularly large law. Designed for the challenges law firms face every day, the solutions optimize legal workflows by smartly integrating cost recovery, simplifying complex tasks – and simply making life easier for the ever-mobile workforce.

Summary: In this role as the Channel Sales Manager, the CSM will oversee the activities of team members selling the companies Digital Imaging products/services through our major Partner Channels (Canon, Ricoh, KMBS, Xerox, HP etc.), The Channel Sales Manager is assigned a geographic territory and covers all of our Partners.

Each partner has a unique set of processes and culture that you will need to become familiar with as you drive the opportunities and relationships. You will also work with a Technical Consultant to help train and support technical Sales activities.

Responsibilities: Become the Document Imaging product expert for the assigned partners.

  • Deliver assigned targets in the assigned territory for the fiscal year.
  • Act as the escalation point for reported issues and problems from team members or customers, following through to satisfactory resolution.
  • Identify emerging markets and product demands for our Partner sales Reps, then translate this information into sales strategies and tactics for your assigned territory.
  • Work with team members to devise strategies for underperforming market segments or customers, and evaluate if and how to adjust sales tactics accordingly.
  • Recruit as needed to expand their team to support increased sales levels, and bring additional Sales and Professional Services resources to the delivery and customer support process.
  • Formulate business cases and solution scenarios, leading to adoption by end users and customers.
  • Diligently monitor budgets, sales in progress, pipeline activity, and new prospects/opportunities using pipe-line sales cycle management techniques.
  • Oversee the ongoing record maintenance of full sales opportunities and activities in companies forecasting/CRM system (Salesforce.com).
  • Prepare and present frequent reports (weekly) to senior management on status, results, as well as progress and activities on projects, forecasts, and sales revenues.
  • Manage and implement policies and procedures for their direct sales teams, and devise process improvements that result in enhancements to the sales process and/or increased sales.
  • It is expected that you will spend 70% of your time in the field with the Partners

 
Required Skills:

  • 5+ years of experience selling Enterprise Software Solutions, preferably Capture software solutions, ECM and/or BPM
  • Familiarity with Print Management solutions
  • Experience working with Fortune 500 at C-Level
  • Experience managing complex enterprise sales cycles
  • Ability to solve complex problems with creative and innovative techniques
  • Ability to work solutions through a reseller channel enabling them while supporting their sales cycles
  • Proven track record of exceeding annual targets
  • Excellent written and verbal communications skills
  • Bachelor’s degree or higher

Preferred Skills: Partner experience, successful track record in a related Partner Sales Role, MFP industry experience. Salesforce.com experience. Strong sales & technical ability to demo and white board complex solutions with customers and partners.

Education: Bachelors or Graduate University degree in Business Administration is preferred; a degree in other related fields of study (e.g., Computer Science, Engineering, Information Technology, etc.) would also suffice.
 
Salary : $110,000 – $120,000

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