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Channel Sales Manager
From:
Company: SAP (see all of this employer's jobs)
Phone: 6106611000
Fax: 5556610000
 Apply by eMail:do_not_reply@invalidemail.com
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Job Reference ID:
4970146
Category:
Publishing/Broadcasting
Duration:
Fulltime, Permanent
City, ST:
Toronto, Ontario
Country:
Canada |
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Description:
PURPOSE AND OBJECTIVES
Team SME is committed to building a leadership position in Canada towards SME and particularly with the SAP Business-One product. Team SME wants to rapidly achieve outstanding growth with SAP Business-One. If you have strong sales skills, an entrepreneurial spirit, you are a creative thinker with a strong sense of commitment and you are looking for a career opportunity to speed up your personal development in various areas of expertise; and if you want to be involved in building something new at SAP with a high growth potential, this challenge might be for you. The Channel Manager is responsible for ensuring substantial growth of our SAP Business-One sales in the SME market in Canada. This includes maximizing the potential of Business-One solutions with our existing, and to be qualified incoming partners. It also includes getting the best commitment and performance from our partners while providing them appropriate support to achieve the best results possible. The Channel Manager will be an innovative and strong business leader that will create opportunities and allow better market coverage. The highest level of execution will ensure a high closing rate and greater customer satisfaction.
EXPECTATIONS AND TASKS
Sales Management
• Achievement of revenue goal for assigned regional/ Channel Partner(s)
• Generate 3X pipeline
• Ensure sales execution at an art form level
• Ensure optimal market coverage in the targeted regions.
• Ensure support for strategic opportunities
• Develop pricing strategies/ recommendations for account opportunities
• Monitor partners performance on a regular basis
• Ensure proper reporting
Channel Strategy and Program Development
• Develop programs to support the Canadian Channel Strategy
• Identify and leverage proper Business-One solutions in targeted regions
• Leverage maximum potential from existing partners and identify new potential Channel partners
• Review and contribute to Channel Partner business plans
• Manage, review and appropriate actions for Channel Partners KPI’s (revenue, customer satisfaction, etc). Provide thought leadership to Channel Partner(s) as a “trusted advisor” on SAP product, company and market directions
• Conduct quarterly provider reviews measuring and recommending change consistent with success in meeting assigned KPI’s
Player/Coach
• Be able to present an overview of SAP’s SME Strategy and components to Channel Partners(s) and customers
• Develop and recommend pricing proposals to Channel Partners and SAP management
Customer interface
• Channel Partner(s) competence in positioning, selling, delivering and supporting SAP solutions
• Represent SAP as a company and it’s positions on issues/topics to customers and prospects
Thought leadership
• Think “out of the box” to address evolving requirements in managing channel partners
• Provide leadership input to SAP management and Channel Partners to improve present and future results
• Actively drive and participate in “out of the box” initiatives
Arbitrator
• For conflicts or business issues arising in managing partner relationships, channel conflicts, sales opportunities etc., provide assessment of situation, make recommendations and “actively” participate/ drive resolution process.
Additional Duties and Responsibilities:
• Travel within North America, Europe and Canada may be required. The majority of travel will be within Canada.
Contacts:
• Channel Partner principals/ organization
• Regional directors/ VP’s for field operations and sales
• Canada Director of Alliances
• Canada Director of Marketing
• Legal and Contracts
WORK EXPERIENCE
Bachelor’s degree and at least 5- 10 years sales general industry experience of which at least 3-5 years experience is in reseller channels.
Prior experience in building, and managing, Reseller Channels. This individual has worked for organizations that are focused on complex business software solutions for the small and mid market. Experience in direct selling and sales management of similar software offerings and a working knowledge of specific industry processes (ex. Process manufacturing , Insurance, Distribution, etc) an asset.
TRAVEL
30-40%
Apply by eMail:do_not_reply@invalidemail.com
Job Created:
Thu Sep 17 2009 06:13:56 AM
Last Modified: Mon Sep 21 2009 06:08:54 AM
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