Sr. Channel Sales Manager / Channel Director Fiberlink Communications
THIS JOB HAS EXPIRED COMPANY OVERVIEW and JOB DESCRIPTION:
Fiberlink is an award-winning global mobile security company who provides a cloud service to manage devices (smartphones, tablets, laptops) and applications across the enterprise. MaaS360 is the cloud platform which is deployed to over 3000 Enterprises and SMB customers across all major vertical markets. Gartner recognized MaaS360 in its 2012 and 2013 MDM Leadership Quadrant with an ?Outstanding? product viability rating. MaaS360 is the easiest solution to deploy, use and manage.
Fiberlink is a privately-held company with deep expertise and innovation for managing endpoints supported by established customers and excellent customer/partner service. The demand for managing devices and applications and companies leveraging BYOD initiatives are at an all time high. The company is growing rapidly in the Americas and in EMEA through key partnerships. In order to support the growth plans in the Americas, Fiberlink is seeking a Sr. level Channel Sales Manager / Director who can lead the partnering strategy to drive sales growth for the Western Region.
In this role, the Sr. Channel Sales Manager will act as the primary contact for the channel partners who conduct business in the Western Region. The role is to provide overall account management (Executive level, day-to-day coverage for sales reps), recruitment, business planning, training, enablement and forecasting. Fiberlink Elite Partners will include Solution Providers, MSPs, and National/LARS Partners . These partners may have their corporate offices or regional sales offices based within the Western Region.
The candidate will report directly to the Vice President of Channel and will interact daily with other key members of the Fiberlink team (Regional Sales Director, Channel Sales, Inside Sales, Channel Marketing, PM). A key measurement of success will be driving sales performance of the partners to reach and exceed Fiberlink?s revenue targets.
Plan and execute Channel Partner Strategy for the Western Region ? Recruitment, Business Planning, Training, Enablement, Pipeline Creation, Forecasting, Reporting.
Provide day-to-day account management for Fiberlink?s Elite Partners who conduct business in the Western Region
Recruitment ? Identify the right Elite partners to recruit based on the Fiberlink partner profile and market reach
Business Planning ? Drive business plans with the Partners, set partnership objectives, annual and quarterly sales targets, identify large account opportunities with the regional sales directors and identify key supporting programs that are aligned with business and revenue goals. Business planning and reviews should be conducted quarterly.
Training ? Conduct sales training for Partners; Coordinate technical training for Partners
Enablement ? Equip Partners with sales enablement tools; Communicate Fiberlink news to Partners; Work with Channel Marketing to implement marketing programs for awareness and lead generation to their customer install base
Quoting & Closing ? Provide sales quotes to Partners and ongoing support to close opportunities
Accurate Reporting - Provide weekly Partner Sales Reporting ( Pipeline, Forecasting); the data is captured in Fiberlink?s CRM system
Channel sales experience and proven success working in a two-tier distribution model for a high-technology company ? Mobility, Security, Cloud (Min. 10 years)
Established relationships with targeted partners
Successfully meeting and exceeding regional sales targets in 2-3 consecutive years and increasing partner revenues 20% quarter over quarter (2012, 2011, 2010)
Effective in building and managing a business ? planning, pipeline building, accurate forecasting, budgets, spend analysis, communicating results and making decisions on spend and investments
Excellent communication & presentation skills (verbal, written), organizational skills are essential
Strong interpersonal skills that enable you to build strong working relationships with sales, marketing, and executive level resources from Fiberlink & its Partners
Experience with Security/ Mobility / Cloud based solutions and security partners are a major plus
Ability to travel and meet with Partners (30-40%)
Minimum BA or BS degree (Marketing, Business, Communications) or equivalent experience
Compensation model will be a combination of base salary and variable structure (based on annual and quarterly sales targets).
||San Mateo, CA |
THIS JOB HAS EXPIRED