Responsibilities Include:
- Build and maintain a portfolio of both generalist and specialist distribution accounts across the Americas (US, Canada, & LATAM) Landscape, seeking to ensure maximized investment from the distributor partner in terms of headcount, enablement, operational excellence and time
- Engaging with both ‘in country’ and ‘group’ functions to ensure a coordinated approach to the market
- Work with Channel Account Managers to leverage in-house relationships at Blackberry and apply and manage appropriate pressure locally within the distributor
- Manage cadence and drive targeted re-seller recruitment to ensure that incremental verticals, lines of Business and geographies are being prospected for Blackberry software business
- Ensure that regular activities are being undertaken and managed by distributor to directly drive incremental deal registrations with unmanaged accounts
- Negotiate the role and appropriate return of the distributor with regard to account coverage for both Core and development accounts
- Work with the distributor and Blackberry marketing to design, implement and drive GTM programs both with and through the distributor
- Drive operational excellence with the distributor to ensure maximization of ‘right first time’ quotation through to purchase order placement
- Ensure that executive level dialogue is engaged between distributor and Blackberry, driving regular QBR sessions and ability for Blackberry to ‘call upon distributor’ for quick decisions in transactional instances
- Correlate forecast between Channel Account Managers and End user sales team to ensure ‘one view’ of major deals’
Measures of Success:
- Revenue – Whole Channel and Deal registration
- Recruitment and revenue contribution from net new VARS via the extended channel coverage achieve
- Number of invested heads across multiple functions within the distributor account
- Ease of executive liaison and engagement
Desired Experience:
- 7 years + experience with Enterprise Software channel management
- Experience of working in a two tier channel architecture
- International business experience
- All around business acumen with an understanding of finance, operations, sales and marketing functions
- Ability to (internally and externally) negotiate and operate at C level
- Role will regularly be working with senior seasoned executives of $billion international business
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Job Family Group Name:
Sales
Scheduled Weekly Hours:
40
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