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Vacancy for Channel Sales Manager


We are Bigfix E-Care, premier ecommerce enabled repair center for Gadgets like Mobile Phones, Laptops & Tablets.
We are on the lookout for a Channel Manager, who should be responsible for creating, enabling, maintaining, and expanding the routes to market and indirect sales channels that can be used to grow Bigfix E-Care revenues.
  • Manage the Bigfix E-Care channel program, including generating new Pipeline and Quarterly Sales Results with existing resellers while identifying, developing and managing new partners.
  • Coordinate all activities and communication between the Channel Partners, Bigfix E-Care corporate, field sales, and Bigfix E-Care Channel teams to meet quarterly expectations against Demand Generation, Partner Management, and Forecasted Sales Results
  • Assist in the development and delivery of Sales, Technical, and Process training to ensure Partners and Resellers are well equipped to effectively market, position, and sell Bigfix E-Care products.
  • Assist in the creation of Partner Specific Marketing, Demand Generation, and Sales tools
  • Coordinate Bigfix E-Care involvement in channel partner promotions and marketing activities to ensure the best possible Bigfix E-Care Market coverage
  • Identify customer sales opportunities through the partner channel and work with the field sales organization to help manage the opportunities through the company’s selling and pipeline management process.
  • Work with the field sales organization during Territory Management & Planning Reviews to understand the strength of the existing partner presence, identify where partners require additional training, and where there is a requirement for new or additional partners.
  • Work with field sales organization to identify and develop channel partner relationships to provide field sales with a solid, productive base of channel support and sales results
  • Identify new routes to market to better extend the Bigfix E-Care market presence
Responsibilities:
Bigfix E-Care Channel Management Team Members:
Exceed personal and partner revenue quota goals on a monthly, quarterly, and yearly basis.
Partner Recruiting
  • Territory analysis and planning in conjunction with the Bigfix E-Care Sales Leader and Sales Management to determine strengths and weaknesses of the channel presence in the territory.
  • Identification of potential channel options in the given region
  • Analysis of the potential Partner based on the details in the Partner Connect Qualification Worksheet
  • Execution of NDA and appropriate partnering agreements based on level of partnership
  • Entry of Partner information into CRMS.
  • Completion of the Partner Connect On-Boarding Process
Partner Enablement
  • Completion of Initial Sales Training
  • Introduction to Local Territory Sales Leader, and organization of initial Face to Face meeting
  • Confirmation of the completion of Bigfix E-Care Sales Team “knowledge transfer” session
  • Execution and tracking of the Partner Sales Enablement Plan
  • Execution and tracking of the Partner Technical Enablement plan
  • Enroll Partners in the Partner Webinar and any other periodic Partner Knowledge Transfer session
Partner Engagement
  • Coordination of a (minimum) twice monthly partner management call
  • Active tracking of the following Partner Metrics
    1. Number of Active Partner Sales Targets
    2. Number and Value of Partner Identified/Qualified Sales Opportunities
    3. Number and Value of Total Active Sales Opportunities
    4. Partner Opportunity Pipeline by Fiscal Quarter, and Fiscal Year
    5. Value of Closed Opportunities
    6. Partner Progress against Annual Goal
    7. Partner Pipeline per Sales Representative
  • Assistance in the coordination of Bigfix E-Care internal resources to provide the necessary help to progress and close active pipeline
Demand Generation
  • Active role in Partner’s Customer facing Lead Gen activity –
    1. E-mail campaigns
    2. Cold Calling campaigns
    3. Co-Branded Marketing materials
  • Tracking of Partner Target Accounts and Net New Partner Pipeline
  • Development of programs necessary to assist partners in demand gen
  • Tracking of Leads passed to partners for follow up
Skills:
  • Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
  • Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect.
  • Partner Pipeline and Territory Management: Manage Partner pipelines and territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
  • Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
  • Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, and regulatory issues.
  • Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and Bigfix E-Care’s sales methodology, including battleplan strategies.
  • Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
  • Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Education: Bachelor's degree or global equivalent in an IT, business or sales related field.
Travel: Business travel of approximately 50 percent yearly is expected for this position.
Location: Chennai
Experience Requirements:
5-7 years of Business to Business sales experience, with atleast 3 years in the Computer/ Mobile distribution Industry. Proven results in a partner-oriented sales environment. Understanding of technology, technology innovations, and new technology in large enterprises.
Compensation:
Fixed+variable package, based on experience and skill.
To schedule a interview call +919790946893 or mail hr@bignetwork.in 

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