Pro/AV Channel Manager - Canada

Panasonic Avionics Corporation; Toronto; Hybrid; CAD 110,000 - 130,000; Full time

Job summary

Panasonic Avionics Corporation is seeking a Channel Manager to drive growth in the Visual Systems market. This role involves managing key distribution and reseller relationships, developing strategic initiatives, and providing partner training. The ideal candidate will have a strong background in B2B sales and channel management, coupled with effective communication and problem-solving skills.

Benefits

Hybrid work model

Competitive compensation packages

Educational Assistance

Comprehensive benefits

Paid Parental Care Leave

Volunteer time off

Rewards and Recognition

Learning & Development Opportunities

Qualifications

• 3-5 years of channel sales/channel management experience.
• Solid understanding of B2B channel and visual systems markets.
• Experience with C-level management interactions.

Responsibilities

• Manage relationships with Canadian distribution and key resellers.
• Develop strategic vendor programs for growth in key verticals.
• Train and enable partners to enhance sales of Visual Systems products.

Skills

Relationship Building

Communication

Problem Solving

Motivation of Sales Teams

Education

Bachelor’s Degree

MBA

Tools

Salesforce

Microsoft Office

Job description

Overview

The Channel Manager will be an important member of the Panasonic Projector & Display of Americas (PPNDA) and contribute to the long-term growth and expansion in the Visual Systems market. The Channel Manager will be responsible for directly managing the relationships at distribution and several key reseller accounts to drive sustainable long-term growth with them. In addition, the Channel Manager will develop initiatives and will develop strategic vendor programs that drive rapid growth in key verticals, geographic, and technological areas.

At Panasonic Projector & Display of Americas, we connect the power of people and technology to change work, advance society and help connect to tomorrow. Empathy, results, relentlessness and teamwork are the foundations of our culture. Our mission is to elevate the employee experience by empowering individuals to use their voice and have a positive impact on our business.

Responsibilities

What You'll Get To Do:

Manage Canadian Distribution and Key Reseller Accounts:

• Create and communicate clear business plans and establish sales goals for mutual accountability
• Enable partner representatives to drive PPNDA sales through training and resources
• Assist in the development and execution of partner marketing programs and activities
• Facilitate two-way feedback between partners and internal teams to ensure partner input informs PPNDA product and program development

Expand Capacity of Existing Channel

• Assist in expanding knowledge of projector and display and capacity of all channel partners by working with channel team members and applying experience and best practices from other Visual Systems Channel partners

Engage and Align Sales Teams:

• Facilitate alignment between partners and Panasonic sales teams; equip internal sales teams to grow sales of Visual Systems products and solutions through partners

Optimize Long-term Channel Strategy:

• Evaluate gaps in current partner portfolio and programs
• Enable existing partners to expand coverage
• Recruit, onboard, and enable new partners when necessary; propose enhancements to channel programs
• Effectively manage all administrative duties and reporting in timely manner including CRM/PRM administration, monthly capturing and reporting of partner sales, MDF support, quarterly business review functions (QBR), and other reporting as required

Qualifications

What You Will Bring:

• Proven track record driving
• High level of expertise with audio visual systems and technologies and the associated B2B channel.
• Ability to develop, document, and execute strategic plans and short-term tactics and hold stakeholders accountable
• Strong ability to train and motivate resellers to sell hardware, software and/or services

Education & Experience:

• 3-5 years of channel sales / channel management experience selling information technology, solutions, and services
• Must possess a solid understanding of business, vendor and channel partner financials, visual systems markets and the needs of the customers
• Bachelor’s Degree required; MBA preferred

Problem Solving:

• Must possess ability to utilize professional concepts and company objectives to resolve complex issues in creative and effective ways
• Proven track record of relationship building, coordination and cooperation needed to achieve solid relationships within internal and external sales teams, marketing teams, and management
• Understanding of the value of hardware, services, integration, software, and go-to-market strategies fit into the overall direction that provides a value proposition to channel partners
• Experience with C-level management meetings and sales strategy meetings

Communications:

• Must have advanced oral and written communication skills to communicate with customers, partners, and leadership
• Must have the ability to motivate and direct efforts across Panasonic and partner sales teams and facilitate effective relationship building
• Must have the ability to lead and participate in process improvement initiatives included in partner, pricing and purchasing programs
• Must have a deep understanding of reseller business model, priorities, and culture, and ability to keep Panasonic well-positioned within these contexts
• Must have the ability to use complex influences strategies tailored to individual situations to encourage desired behavior

Other Requirements:

• High competency with Microsoft Office applications and Salesforce
• Depending on candidate’s location, travel up to 75% of time; hours of work may vary due to travel

What We Offer:

• High Performance Culture
• A focus on Diversity, Equity and Inclusion
• Teamwork and Collaboration
• Rewards and Recognition
• Learning & Development Opportunities Across Multiple Business Units
• Competitive compensation packages
• Hybrid work model
• Comprehensive benefits
• Paid Parental Care Leave
• Educational Assistance
• Volunteer time off
• Total Well Being Program
• Employee Referral Program

Panasonic is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity, sex, sexual orientation, national origin, disability status, protected veteran status, and any other characteristic protected by law or company policy. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation. Pre-employment drug testing is required for safety sensitive positions or as may otherwise be required by contract or law. Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S. Thank you for your interest in Panasonic Corporation of North America.

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The salary range below is just one component of Panasonic Projector & Display of Americas total package. Actual compensation varies depending on the individual’s knowledge, skills, and experience. This role may be eligible for discretionary bonuses and incentives.

Salary Range

$110,000 - $130,000 + Commissions REQ-151936