About the Role
The Channel Manager is accountable for developing the sales strategy while driving the recruitment of partners, overseeing account profiles, and planning a growing market share through set targets. This position involves monitoring competitors’ activities, managing relationships with resellers, and coordinating with the marketing team on channel activities and programs.
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Main Duties and Responsibilities
- Define and implement the channel strategy and roadmap of the assigned service/product line in alignment with management.
- Lead partner relations in accordance with the company’s management and strategic objectives.
- Develop and maintain relationships with new and existing channels/clients to expand sales in the assigned territory.
- Build and maintain a solid channel/customer database, analyzing data and developing metrics that evaluate loyalty and new opportunities.
- Specify market requirements for current and future services/products by conducting market research supported by ongoing visits to existing and potential customers.
- Execute and supervise the entire sales cycle from quotation to collection.
- Track credit and/or payment performance, review outstanding settlements, and manage resolutions accordingly.
- Generate sales for the entire service/product line in terms of long-term revenue and profitability.
- Secure the highest level of engagement and support to channel partners, responding to issues and/or queries to efficiently meet customers’ needs.
- Develop and deliver accurate sales forecasts and market development reports in line with business objectives.
- Promote the services/products and the company within the region.
- Oversee the implementation of targeted programs and marketing activities, monitor progress, and raise recommendations as necessary.
- Utilize available systems (salesforce.com CRM for leads, opportunity, and deal registration management) to maximize output efficiency and standardization.
Position Requirements
Education
- Bachelor’s degree in Sales and Marketing or a related field.
Experience
- Minimum of 5 years of relevant experience in Channel Sales.
- Experience selling IT solutions, with a preference for candidates with Dell portfolio experience.
- Strong distribution/channel ecosystem experience is essential.
- This is an individual contributor role covering the UAE market.
- Strong partner management, business development, and channel engagement skills.
