Overview
The Channel Manager mandate is to drive sales activity through key Eseye channel partners. First, by engaging with partner sales teams to ensure they have the training, tools and support needed to effectively promote Eseye's Federation and technology solutions and to drive engagement with end customers. Second, to work alongside partners in customer-facing activities, leading discovery sessions, supporting requirements gathering, and contributing to solution design. The aim is to help customers adopt Eseye's advanced technology and position Eseye as a trusted advisor. Strong communication skills, combined with technical and commercial acumen are essential to ensure internal teams are able to develop effective solutions to meet our customers' IoT needs. The scope of solutions spans hardware, software, network, middleware, cloud/customer hosted applications & platforms, and their end-to-end integration.
Role Requirements
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Manage relationships with partner sales team members on a day-to-day basis.
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Partner business planning, training, target setting, business development activities and progress monitoring against plan with QBR's.
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Deliver customer and partner facing presentations.
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Collaborate with peers to produce best practice sales delivery.
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Manage Salesforce CRM database for appointment generation, forecasting and opportunity reporting.
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Issue forecast reports detailing your business pipeline and expected successes in any given period.
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Capture, interpret, and document customer requirements to aid in the development of customer solutions.
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Facilitate discovery and design meetings with customers and internal Eseye teams.
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Aid in the development of RFP responses, proposals, and Statements of Work ensuring customers' needs are met, cost model is adequate, and deliverables meet sales and customer expectations.
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Identify key technical and business risks associated with solution designs.
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Present solution proposals to customers in collaboration with Sales.
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Maintain a high level of expertise in IoT and mobility related technologies, and industry trends. Actively contribute to Eseye's knowledge management systems.
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Work closely across multiple Eseye organizations including Product, Marketing, Professional Services, Network, and IT to optimize solutions and increase customer value.
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Hit and exceed targets each quarter.
Skill / Person Requirements
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Min. 5 years' experience working with Carrier/MNO sales teams, using a consultative sales solutions approach.
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Experience in both large corporates and start up environments preferred.
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Demonstrable results and a wide network of contacts within the Carrier & IoT industry.
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Strong objection handling, negotiation and closing skills.
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Excellent written and verbal communication and presentation skills. The ability to build trusted customer and partner relationships at all levels is paramount.
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Commercially confident with the ability to speak with C-Suite contacts on complex topics including Networking/Cellular connectivity/IoT Hardware.
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Ability to plan, prioritize and schedule with a strong customer service ethic.
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Focused with attention to detail, whilst resilient, adaptable and flexible.
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Desire to win - driven/motivated to hit targets with continued high levels of activity and perform well under pressure.
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Experience in tracking sales metrics to drive personal performance, taking responsibility and ownership for results.
