Channel Sales Manager

Hexagon Capability Center India Pvt.Ltd.

Location

Secunderabad | India

Job description

The Channel Sales Manager is responsible for identifying, qualifying, and driving opportunities through Channel Partners to successful closes
A complete understanding of industries like General Manufacturing, Infrastructure, Food Packaging, Printing & Packaging, Chemical, Agriculture etc is required as you position Hexagon EAM to targeted customers and net new opportunities
He/she must be capable of developing executive level relationships and driving Channel sales through opportunity planning, executive involvement and value selling They will work extremely closely with the EAM team and Sales VP in the region to ensure that our partnerships are leveraged to source, accelerate, secure and grow Hexagon software and SaaS revenues
To create new and build existing channels business within the region and provide guidance and direction within assigned partners to maintain focus on scope and build momentum in engagement
To define governance and ensure the relationships meet joint goals and drive Hexagon Business growth
To document joint value propositions and successful GTM plans and to enhance GTM offerings where applicable

Responsibilities

Define and execute a multi-year Channel strategy.
Establish meaningful senior executive relationships at industry, market and account level.
Work with Hexagon Inside Sales, ADR, Marketing and internal resources to facilitate the execution of joint campaigns.
Provide accurate and timely management information based on activities tracing, deal overviews and forecasts
Maintain an understanding of Hexagon s product technology and articulates Hexagon s products propositions to existing and potential partners.
Assist if required in transaction contracts, business practices and deal booking issues
Increase the depth and breadth of Hexagon knowledge in the Partner organization and discover new opportunities to develop joint value propositions.
Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets.
Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to alliances standards.
Monitor partners business results, making recommendations for improvements to increase penetration.
Exceed sales quota maintain forecast, pipeline, and status updates in CRM system.
Work closely with Channel Partner team to ensure successful implementation and customer satisfaction.

Experience

Previous experience managing partners with direct knowledge in large technology deals, with special focus on Industrial software used in capital projects and operational facilities.
Achieve quarterly business metrics for Channels in your region.
Proven directly related experience, progressing to senior level role(s)
Business and Account Planning meetings.
Engineers Degree or Equvivalent
10+ years of Asset Management Industry Experience
Experience in SAAS, and Cloud Sales

Knowledge and Skills Required

Ability to negotiate win/win outcomes between peers and partners alike.
Hunter Sales mentality to win new logos
Ability to map Hexagon ALI value propositions into a partners strategic priorities to create compelling events for their sales force.
Passion / interest in technology
Excellent written and verbal communication skills
Able to present information and ideas in a team or individual setting
Highly developed, clear concise and compelling communication skills.
Strong presentation skills and ability to articulate complex technology simply.
Well-developed business acumen and understanding of business strategy.
Excellent conflict management skills, with the ability to be fair & firm.
Knowledge of the software industry within Enterprise Applications desired.
Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel.
Excellent relationship and influencing skills.
May require up to 50% travel within the region and periodically other regions.

Job tags

Salary