Careers / Manager, Channel Sales

Manager, Channel Sales

Job Description

Location: Salisbury, MD, USA

Location

This is a telecommuting role where the candidate works outside the primary US (Salisbury, MD) office. The candidate should reside within 1 hour of a major international airport as there will be frequent business travel.

Preferred applicants should be located in one of the following metropolitan locations: Chicago; New York; Boston; Philadelphia; Washington, D.C.; Atlanta; Orlando; Miami or Charlotte.

Purpose of Role

Create and manage a successful sales channel for North America to complement our direct sales endeavours. Support the expansion of our North American customer base and help manage day-to-day sales for one of our marquee accounts. High Level Role Requirements Identify, contact, qualify, sign-up and manage channel sales partners to increase revenue/brand recognition. Take a leadership role to identify new and profitable solutions for the markets we serve. Manage the day-to-day business partners aligned with our marquee account.

Summary of Responsibilities

Develop Channel Sales
  • Design and implement channel marketing plans to reach revenue goals.
  • Recruit and sign-up qualified channel sales partners aimed to increase our brand, forecasted sales and revenue targets.
  • Accountable for all communications of channel activities with resellers/affiliate partners.
  • Monitor affiliate partners’ performance and manage poorly performing centres out of the business.
Identify New Business Opportunities
  • Gather current market trends, design features and competitive intelligence to inform the organization of key features which can improve the marketability of Filtronic’s product line.
  • Expand our client base (new logos) with established communications OEMs.
  • Review bid specifications with Engineering, business partners and end-users to position Filtronic’s product portfolio.
Key Client Support
  • Be the “voice of the client” back into the organisation highlighting success and opportunities for improvement at all levels.
  • Interview prospects and clients and identify cross-selling opportunities within markets we serve.
  • Address client service issues as raised by channel partners; notify leadership of any challenges impeding success; prepare recommendations together with a plan to address the issue.
Market Development
  • Contribute ideas to the “go-to-market” plans to improve the market share of the company.
  • Support the organization via participation at trade events, conferences and exhibitions.
  • Provide recommendations and feedback to Marketing regarding lead generation activities.
  • Participate in launch of new products; deliver external presentations to the market focused on the product value proposition including the feature and benefit distinctions.

The Successful Candidate must Satisfy the Following Requirements

  • Minimum of 10 years’ working within the telecommunications industry.
  • Experience in technical sales or channel sales management in a high-tech market.
  • Collegiate degree (B.A. or B.S) in business, engineering or 15+ years sales experience in a relevant industry.
  • The candidate must have detailed knowledge of the sales process and attended formal sales training.
  • Good understanding of the application of RF conditioning systems including wireless voice, data and networks.
  • Excellent written, oral and interpersonal communication skills.
  • Exceptional presentation and account management skills.
  • Working knowledge of MS Office 365 suite of products including SharePoint.
  • Maintain a results-focused, entrepreneurial spirit while working in a dynamic environment in which they will often be called upon to engage and communicate with cross-functional and cross-cultural teams.

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