Manager, Channel

Job Title: Manager, Channel 

Reports To: Director, Channel Management

Location: Remote

Work Type: Remote

FLSA Status: Exempt 

Position Summary: 

The desired candidate will be effective in establishing and expanding relationships with assigned mid-tier channel partner(s) to grow sales. The individual will be responsible for creating and implementing a strategic growth plan, representing the entire range of Antylia Scientific products within their assigned channel(s).  The ability to understand specific business needs, market trends, and end-customer purchasing habits, as well as communicate effectively with support functions internally is critical for success. 

Key Responsibilities:

• Develop and implement channel partner strategies to increase sales and revenue; utilize market and competitor data to make informed decisions regarding channel partner strategies.
• Develop and manage relationships with channel partners to ensure optimal performance.
• Conduct regular business reviews with channel partners to identify areas for improvement and growth.
• Provide product training and support to channel partners to ensure successful positioning with end-users.
• Develop and implement marketing programs with your channel partners to deliver sales growth.
• Collaborate with internal teams to develop and launch new products through assigned channels.
• Follow up diligently on leads received from other areas of the organization. 
• Review, maintain, and manage compliance with key performance indicators including, but not limited to financial performance, call planning, forecasting, and opportunity management. 
• Ensure all commercial activity is actively and accurately recorded in Salesforce.com CRM including calls, meetings, in-person events, sales opportunity status updates, and other information as required.
• Achieve annual sales target.
• Operate within expense budget guidelines & policies. 
• Negotiate and manage channel partner contracts and agreements.
• Ensure compliance with company policies and procedures in all channel partner activities.
• Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally.
• Create and maintain reporting on account progress, goals, and quarterly initiatives to share with internal stakeholders. 
• Performs other duties as assigned. 

Education: 

Experience: 

Qualifications: 

• Demonstrated history of consistently exceeding assigned revenue targets as well as strong negotiation and closing techniques. 
• In-depth understanding of channel(s) and the markets they serve. 
• Must be results oriented, assertive, and self-motivated, and possess strong organizational skills to be able to achieve goals consistently. 
• Proven ability of professional selling and presentation skills to influence multiple levels at customer organizations. 
• Must have excellent negotiation skills to close sales and meet gross profit targets. 
• Must possess excellent interpersonal and communication skills to communicate effectively with customers, customer service, and different levels of internal and external customers. 
• Strong analytical skills and intellectual ability to develop ideas, products, and solutions, and apply creative thinking, prepare a business plan, and report quantitative data.
• Thrives in a fast-paced, collaborative environment, efficiently works under pressure, within deadlines or other time essential constraints.
• Excellent communication skills, both written and verbal, to all levels of the organization.
• Strong data skills with the ability to actively manage channel partner(s) based on data-driven decisions.
• Proficient in the use of MS Office and other computer-based systems; Ability to frequently update and maintain customer data and opportunities in Salesforce.com.
• Strong work ethic and an ability to excel within a rapidly changing and growing organization. 
• Ability to travel a minimum of 30%, more as needed. 

Compensation & Benefits:

• Salary Range: $80k-$130k, depending on location, experience, and qualifications.
• Benefits coverage begins day 1, including the following:
  1. Medical, Dental, Vision Insurance
  2. Disability Insurance 
  3. Life Insurance
  4. 401(k) company match
  5. Paid Time Off (15 days annually)
  6. Paid Holiday time (10 company-designated days)
  7. Tuition Assistance 
  8. Additional benefits available with company package