Our client is a leading international supplier of digital forensic, cyber security and E-Discovery solutions to the legal, finance, retail and local government sectors. Its products are used globally and its client base includes over 60% of the FT500. The company is growing rapidly and is now seeking a Channel Manager to be based in its offices in Berkshire.
The Channel Manager will be responsible for growing revenue within the EMEA region through the proactive management of Resellers, proactive training of Resellers, as well as focused pipeline creation activities, prospecting activities and joint sales calls with Resellers. The primary objective of this role is sustained and consistent licence fee growth within a defined territory.
The successful candidate must have a proven track record of managing complex sales situations through Resellers to achieve quota goals, and have had success in developing finding and establishing partnerships with new indirect channel partners. This individual will be required to thoroughly understand the company’s product set and its unique value and positioning.
The CM will be responsible for the development of territory business plans, measurement of channel success, identification of potential competitors, planning and participating in targeted seminars, industry conferences, and other lead generation activities, and most importantly, development and growth of a sales pipeline for the region. The successful candidate will maintain strong working relationships internally with marketing and product management, and externally with partners, market influencers, systems integrators and customers.
The ideal candidate will have the following experience:
Minimum five years international sales experience, selling enterprise solutions to large organisations within EMEA. Strong preference for sales of security solutions (i.e. IDS, SIM, or security policy applications) and/or compliance applications (i.e. Patriot Act, Sarbanes-Oxley), and/or a strong background in legal solutions (i.e. e-discovery).
Ability to expand the scope of an opportunity and galvanise the appropriate resources to execute successfully.
Experience in developing emerging markets through a comprehensive partner network within EMEA
Proven Track Record in over achieving quarterly and annual quota, with strong experience in channel sales.
Must have strong ethics, integrity, and the passion to succeed in a challenging but rewarding environment.
Effective planning and cross-group collaboration skills required to successfully build and maintain a robust channel infrastructure.
Experience in successfully executing complex sales cycles with CXO’s, and developing key relationships at multiple levels and across multiple functions of an organisation, IT, HR, Legal, Line of Business and CXO level.
Formal sales training required, Customer Centric Selling or similar sales discipline.
Strong initiative and superior ability to think creatively, coupled with excellent presentation skills.
This position is based at our EMEA headquarters based in Berkshire and will require extensive travel throughout the EMEA region.
This is a superb opportunity to join an industry leading company who offer generous salaries and benefits. Salary will be commensurate with experience. For further details or to submit your CV email Nigel Lawrence at Cogence on firstname.lastname@example.org