Channel Sales Manager II

Job Description:

JOB SUMMARY:
 

The GSI Channel Sales Manager promotes Vertex solutions and is responsible for increasing revenue, continued growth, and use of the Vertex products for a world-wide territory.

This position is for an individual contributor responsible for driving the co-sell relationship with strategic Global Systems Integrators and carries a sales quota.

The GSI Channel Sales Manager will provide leadership, being a Vertex global point of contact for the GSI and its Sales Organization. The GSI Channel Sales Manager will work across the ERP Practices of the GSI, including SAP, Oracle/NetSuite, Microsoft, and Workday.

This role works under general supervision, exhibiting some latitude for independent judgement on moderately complex opportunities.

RESPONSIBILITIES:

• Lead Generation: Identify and generate new leads through interactions with GSI.
• Qualifying: Assess potential customers to determine their fit with Vertex’s target market and products/services, and qualify why the customer should buy anything? why buy now? and why buy Vertex?
• Scheduling: Coordinate meetings between Vertex Sales and GSI Sales.
• Sales Pipeline Management: Maintain and update Vertex’s CRM system with accurate sales data, and track opportunities in our pipeline.
• Product Knowledge: Develop an understanding of Vertex’s products/services to effectively communicate their value to GSI’s commercial organization.
• Market Research: Stay up to date on industry trends, competitor activities, and customer needs.
• Partner Relationship Building: Foster positive relationships within GSI’s GTM Organization.
• Team Collaboration: Collaborate with the sales and marketing teams to achieve shared goals and provide valuable insights.

• Quota attainment for the named, assigned GSI sourced business.
• Strategic and operational participation, market development, business planning, and forecasting.
• Address large groups through public speaking, presentation development and delivery, etc.
• Promote Vertex solutions generating additional Vertex demand through trade shows, webcasts, etc.
• Assisting GSI Sales with opportunity qualification, pipeline management, and deal registration activity.
• 30 - 50% travel
• Participate in other projects or duties.

KNOWLEDGE, SKILLS AND ABILITIES:
 

• Demonstrated business development, consultative selling skills with results orientation to meet and exceed the position’s financial and customer satisfaction goals.
• Moderate knowledge of CRM systems (Salesforce)
• Strong ERP knowledge, including SAP, Oracle/NetSuite, Microsoft, and Workday.
• Moderate understanding of Vertex products and how they integrate with ERP systems, e.g., SAP S/4HANA, Oracle Cloud, D365, etc.
• Moderate understanding of the financial/accounting business processes (sales, purchasing, billing, GL) at it relates to transaction tax flow
• Vertical industry knowledge may be required (e.g., Consumer Goods, Manufacturing, Healthcare)
• Ability to balance and ensure goals are in alignment with GSI’s strategic direction
• Strong organizational skills to manage multiple tasks
• Ability to navigate business opportunities through the organization
• Self-motivated, accountable approach and a strong sense of teamwork.
• Ability to take initiative to follow through on requests and commitments
• Ability to exercise strong business judgment
• Ability to focuses on important opportunities in making business case for strategic partners
• Ability to recommend actions that are consistent with Vertex objectives and goals
• Ability to balance opportunity size and Vertex resources in deciding when and how to present GSI business case
• Ability to negotiate effectively toward win/win outcomes
• Ability to be creative
• Perceives multiple alternatives to each situation
• Ability to become a trusted advisor and recommend thoughtful solutions to business challenges
• Ability to effectively optimizes partner opportunities through all reasonable means
• Excellent interpersonal and communication (verbal and written) skills
• Ability to foster collaboration with GSI stakeholders, and shares what they know and researches what they do not know
• Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues.
• Ability to manage multiple projects simultaneously.
• Ability to work without supervision.
• Ability to create formal networks with key decision makers.
• Ability to listen and understand information and communicate the same.
• Must possess good organizational skills.
• Must be results oriented, customer focused and exhibit good interpersonal skills.
• English fluency required. Multilingual a plus.
• Proficiency in Microsoft office packages.
• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.

EDUCATION AND TRAINING:
 

• Bachelor’s degree in Business, Computer Science, or related discipline, or equivalent work experience.
• Four (4) years plus of experience selling ERP Software, or indirect selling with a GSI, partnering with a GSI to meet and exceed financial targets
• Cloud ERP knowledge recommended
• Experience with tax software strongly desired
• MBA and/or CPA or equivalent experience preferred
• Or equivalent combination of education and/or experience
   

Other Qualifications

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
 

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
   
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule - better is the enemy of done. Don’t spend hours when minutes are enough.
   
• Work with Purpose - Exhibit a "We Can" mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
   
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
   
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
  
  COMMENTS:
  
  The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.