Channel Account Manager — Networking 

Overview

Channel Sales Account Manager
Networking Distributor
Oxford
£26k base (£35k OTE)

Position Summary

Reseller Channel Account Manager position for a Distrib­utor of wireless & wired networking, security and Cloud solutions, targeted on new account acquis­i­tion and growth as well as managing an existing customer account base. 

Principal Duties:

• Forecast reporting and pipeline management
• Assisting Sales Support with Quotes and Orders
• Supporting the Team as Manage­ment of existing leads / prospects and accounts
• New business gener­a­tion – cold & warm calling
• Following up marketing activities
• Mainten­ance of CRM
• The ability to upsell and grow accounts
• Follow industry devel­op­ments and market trends
• Maintain a high level of knowledge of our vendor technologies
• Execute the Company’s sales strategies and achieve estab­lished sales quota by identi­fying business oppor­tun­ities through account prospecting and profiling.
• Thoroughly assess the customer’s needs and present an appro­priate sales solution to assist the customer in recog­nising the techno­lo­gical and business need for new company products and the advantages.
• Provide effective sales presentations/product demon­stra­tions to prospective customer manage­ment, including hosting Company site visits if neces­sary. Must be able to work along­side new company channel partners.
• Commu­nicate at every level within the organ­isa­tion both extern­ally and internally.
• Produce highest standard of written and verbal presentations.
• Prepare appro­priate sales order paper­work to ensure purchase order reflects appro­priate configuration/ solution for the customer.
• Manage the order process through estab­lished internal accept­ance proced­ures to ensure sign-off by Sales, Ordering and outsourced install­a­tion Departments.
• Provide the sales manage­ment team with accurate and timely reporting of activ­ities including weekly and monthly sales forecasts, the status of the sales pipeline and results of prospecting activities.
• The ability to Account Map into other existing company accounts and poten­tial customers to under­stand the formal and informal organ­isa­tional struc­ture, under­stand the executive level relation­ships and to make sure that we are aligned with the right decision makers.
• Provide routine updates to the Company’s sales database with account activity and status.
• The ability to cross sell the teams / companies products into the companies’ resellers / new accounts to increase the overall revenue spend of the account
• Maintain a thorough on-going knowledge of New Company products and techno­logy, as well as industry trends.
• Provide ad hoc reports and performs assigned projects as needed.
• Monitor your specific sectors and keep the Director of Sales and Marketing informed about legal, cultural and economic condi­tions that might affect the Company’s opera­tions in the given market.

Knowledge & Skill Requirements

• Candid­ates will have a proven track record of B2B channel account manage­ment and business devel­op­ment of a minimum of 3 years in ICT sales. Ideally this will have been in product distri­bu­tion but candid­ates with a background in a reseller/systems integ­rator envir­on­ment will be considered.
• The ability to demon­strate strong business acumen is important. Candid­ates must be finan­cially astute and mathem­at­ic­ally capable of under­standing how to work our margin percent­ages, as well as maintaining and devel­oping the profit­ab­ility of the company.
• Exper­i­ence of using Netsuite.
• Ability to listen and artic­u­late effectively
• Needs to be content to work in a semi-rural environment.
• To converse with all customers and the people throughout the organ­isa­tion from Director level to Junior level.
• To be flexible on working hours and to work longer hours as the job may entail.
• To travel when and where neces­sary if required.
• To be able to run standard reports as and when required.