Channel Manager
Job Summary:
The Channel Manager is responsible for developing, managing, and expanding the company's partner ecosystem to drive sales growth across networking and IT infrastructure solutions. The role focuses on recruiting new channel partners, strengthening existing relationships, executing go-to-market strategies, and achieving revenue targets through indirect sales channels.
Key Responsibilities:
- Develop and execute channel sales strategies to achieve quarterly and annual revenue targets.
- Recruit, onboard, and enable new channel partners, system integrators, and resellers.
- Build and maintain strong relationships with existing partners to maximize business opportunities.
- Identify new market opportunities and drive partner-led business development initiatives.
- Work closely with networking and infrastructure vendors to align sales strategies, promotions, and marketing initiatives.
- Conduct regular partner business reviews, pipeline reviews, and account planning sessions.
- Drive partner training, certifications, and enablement programs to improve technical and sales capabilities.
- Collaborate with internal sales, presales, marketing, and technical teams to deliver customer-focused solutions.
- Support partners during customer engagements, solution positioning, pricing, proposal development, and negotiations.
- Forecast sales accurately and maintain a healthy sales pipeline through CRM.
- Ensure achievement of vendor performance metrics, rebates, certifications, and partner program requirements.
- Coordinate with partners to identify new business opportunities for revenue generation.
Requirements
Required Skills
- Bachelor's degree in Business Administration, Information Technology, Computer Science, or a related field.
- 4–5 years of experience in channel sales, partner management, or business development within the IT industry.
- Strong knowledge of networking and IT infrastructure technologies, including Switching, Servers, Storage, and Backup solutions.
- Proven experience managing channel partners, distributors, and system integrators.
- Experience working with leading technology vendors is highly desirable.