Channel Account Executive
Acumera, Inc - austin, TX
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We are looking for a goal-oriented channel sales executive for winning, maintaining, and expanding our partner relationships within an assigned territory. Your role will include supporting the company's ongoing sales and growth opportunities by providing channel sales support to a region or portfolio of assigned partners or customers. You will also be required to work with the other account executives, product management, sales operations, and customer service to meet specific requirements of individual channel partners and end-users. Responsible for the achievement of monthly, quarterly and annual recurring revenue sales goalsPersonal leadership of strategic partner relationshipsA role model for the company cultureTactical Sales Management--create and monitor continuous improvement of the partner sales and support structure. Weekly or monthly sales debriefs and quarterly commercial performance reviews in accordance with Acumera's Channel Management processesOperate Acumera's sales and CRM tools to provide continuous updates on sales activities and generate monthly forecast reports that consistently accurateSupport a growth strategy, identifying new channel partner business opportunities and go-to-market plansWork with marketing to execute sales campaigns and partner outreach programsDirect forecasting activities. Set appropriate metrics for funnel management.Maintain pricing policies, including volume discounts and termsconditions for channel partnersWillingness to travel as much as 25% of the time management, sales operations, and customer service to meet specific requirements of individual channel partners and end-users.Qualifications:Documented experience operating within a channel partner program within a technology company. Preference will be given to experience with network infrastructure, cybersecurity, and the retailc-storefuels businessKnowledge of contracting, negotiating, and change management.Ability to establish channel sales goals and revenue expectations, then develop strategies to achieve them.Knowledge and ability to understand and manage complex technical conversations.Professional written verbal communication and interpersonal skills.Ability to simultaneously manage multiple projects.Ability to attract, build relationships and retain channel partnersAbility to participate in and facilitate group meetings.Must be able to analyze market, leads and sales activities and to present status reports and tactical plans based on the analysis.At least 5 years of sales experience in comparable industries, including 5 years demonstrated success.Strong relationship building skillsStrong consultative selling abilities and excellent interpersonal skills with executive level channel partner contacts.Proven evangelical sales track record in a technological andor recurring revenue environment.Ability to work collaboratively cross-functionally to create a results-driven, team-oriented environment.Ability to quickly learn and effectively manage using Acumera-specific sales methodology.Business Acumen: Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.Ethics: Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values. EducationExperience: Bachelor's degree or equivalent; or four to ten years related experience andor training; or equivalent combination of education and experience. Managed services andor network security sales experience a plus.Language Ability: Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents; Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.Technical Ability: Must have the technical aptitude to learn Acumera's products quickly, to be prepared to participate in product planning and to lead in customer acquisition and retention efforts.
Created: 2024-09-30