Emesent is a world-leader in drone autonomy, LiDAR mapping, and data analytics. Our vision is to autonomously map the inaccessible. Founded in 2018, with deep connections to Australia's globally recognized CSIRO, we have been striving towards our vision and rapidly grown into a mid-sized global organization. Emesent has built a reputation for delivering high-quality data capture in the mining, infrastructure, survey, and mapping industries. Our team of 40 roboticists, engineers, and business development experts work side-by-side to deliver revolutionary efficiency, safety, and operational insights to our customers. Our flagship product, Hovermap, is a smart mobile scanning unit that combines advanced collision avoidance and autonomous flight technologies to map hazardous and GPS-denied environments. Its award-winning technology utilizes innovative hardware, advanced algorithms, and machine learning to automate collection and analysis of the physical world. Equally capable above ground or underground, indoors or out, Hovermap is a complete mobile LiDAR mapping solution. Hovermap is uniquely versatile, it can be backpack-, drone-, or vehicle-mounted to map challenging, inaccessible areas enabling our customers to gain insights that were not possible before. With multiple applications across several industries and a rapidly growing customer base, Hovermap and our other solutions are being used commercially for a variety of applications by enterprise customers around the world.

Our Mission to be Bold and Impactful

▪ Be a part of a fast-growing organisation, who work with cutting edge technology

▪ Grow, engage and develop Emesent's client relationships

▪ Be part of an exceptional regional and global team!

How you contribute

As a Channel Sales Manager at Emesent, you will be responsible for growing topline revenue from

the sale of Emesent products through the development and management of long-term strategic

relationships across our channel network. In this role, you will be expected to perform all the

activities required to support Channel Partner sales engagement from the initial meeting or

demonstration through to sales order closure.

Here’s what we need

Responsibilities:

Sales Execution: Support Channel Partners with the creation and execution of sharedGTM Strategies across their territories to drive Sales outcomes aligned to targets.

Pipeline Growth: Develop and execute a regional business plan for the expansion and support of Channel Partners throughout APAC, and build targeted account plans, resulting in a robust business growth pipeline

Stakeholder Management: Build and maintain strong relationships with internal stakeholders, Chanel Partners, and customers to drive collaboration and alignment. More specifically, Build and maintain relationships with Channel Partners, influence long-term strategic direction and act as a trusted advisor to ensure retention and growth in sales.

Results Orientation: Drive results and achieve measurable outcomes in terms of revenue growth, market share expansion, and partner satisfaction across your territory. Conduct structured Channel Partner reviews, including monthly sales meetings, quarterly reviews and annual business plans. Ensure accurate forecasting and opportunity management of Channel Partners; analyse wins and losses; present regular, accurate reports for management for review.

Risk Management: Identify potential risks and challenges associated with your Channel Partner network and develop mitigation strategies to address them.

Enablement: Enable and increase the competence of partners (training, demos, sales calls, etc.) Support on-boarding and growth plans for Channel Partners in region.

Continuous Improvement: Foster a culture of continuous improvement and innovation across your Channel Partner network, seeking opportunities to enhance effectiveness and efficiency.

Adaptability: Remain flexible and adaptable in response to changing market conditions, customer needs, and business priorities, adjusting the Channel Partner network as necessary to drive success.

Communication and Transparency: Communicate openly and transparently with all stakeholders, providing regular updates on progress, challenges, and successes related to your Channel Partner network and achievement of target revenue.

Represent Emesent as required at shows & exhibitions within your territory and across the region. Gather and feedback customer and market trends and competitor analysis that helps to inform Emesent’s future product strategy

Deliverables/Accountabilities:

Sales Outcomes: Meet/exceed annual sales target and performance KPIs.

Territory Plan: Create and maintain a territory plan of Channel Partners across your region with a view to measuring achievement against targets and adjusting/pivoting as required.

Market Analysis: Conduct thorough market research and analysis to identify trends, opportunities, and competitive landscape in your territory.

Performance Review: Monitor the performance of Channel Partners against sales targets and conduct regular performance reviews and assessments to evaluate the effectiveness of each Cannel Partner in your territory and make adjustments as needed.

How you’ll succeed

Experience in AEC, surveying, geospatial, or mining industries.

5+ years in channel sales/business development in a technical industry.

Experience implementing a Reseller/Channel Sales model in the Middle East.

Proven success in consultative solution selling and achieving joint objectives with strategic partners.

Work with cross-functional teams to address customer needs.

Quick to adapt to new technologies and flexible to travel across the Middle East.

Excellent communication skills to effectively convey technical information to customers, both verbally and in writing.

Ability to understand customer requirements and tailor technical solutions to meet their needs.

Ability to sell top-down in customer organisations; from c-suite to site personnel

Build and maintain strong relationships with customers, providing ongoing support and ensuring customer satisfaction practices.

Prepare and deliver technical documentation, manuals, and training materials to support technical sales team where required.

The added perks

Work alongside a friendly and passionate team on cutting edge technology! - We know that our success and growth is a result of our motivated and inspiring teams.

Take up our genuine learning and development opportunities.

Access to LinkedIn Learning platform.

Employee Assistance Program.

2 weeks from anywhere

1 full day of leave, each year for work anniversaries!

Insurance Cover Globalisation Partner/5% Pension contribution

Who are we?

Emesent is a world leader in drone autonomy, LiDAR mapping, and data analytics. Our vision is to autonomously map the inaccessible. Founded in 2018, with deep connections to Australia's globally recognised CSIRO, we have established ourselves worldwide with a reputation for delivering high-quality data capture in the mining, infrastructure, survey, and mapping industries. Our team of 100+ roboticists, engineers, and business development experts work side-by-side to deliver revolutionary efficiency, safety, and operational insights to our customers.

Our flagship product, Hovermap, is a smart mobile scanning unit that combines advanced collision avoidance and autonomous flight technologies to map hazardous and GPS-denied environments. Its award-winning technology utilises innovative hardware, advanced algorithms, and machine learning to automate the collection and analysis of the physical world. Equally capable above ground or underground, indoors, or out, Hovermap is a complete mobile LiDAR mapping solution. Hovermap is uniquely versatile, it can be backpack, drone, or vehicle-mounted to map challenging, inaccessible areas, enabling our customers to gain insights that were not possible before.

With multiple applications across several industries and a rapidly growing customer base, Hovermap and our other solutions are being used commercially for various applications by enterprise customers around the world.

Why Emesent?

At Emesent, you will have the opportunity to work on ground-breaking technology that is shaping the future. We offer a dynamic and collaborative work environment, competitive compensation, and opportunities for professional growth. Join us in our mission to push the boundaries of robotics and digitalisation to help humanity explore further and understand more.

Channel Sales Manager

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