Sales Director

CitiXsys - iVend Retail; Canada; Remote; CAD 125,000 - 236,000; Full time

Job summary

A leading software solutions provider is seeking a Channel Sales Manager to develop and manage direct sales processes in the retail vertical. You will build strong relationships with key clients and channel partners while driving revenue growth targets. Ideal candidates will have over 15 years of corporate sales experience, particularly in retail software, and possess strong negotiation and relationship management skills. The role is remote, based in Canada or the United States, with travel requirements.

Qualifications

• 15+ years of corporate sales experience working in Direct Sales and Channel/Partner environments.
• Experience in selling retail software.
• Ability to manage the life-cycle for direct or channel engagements.

Responsibilities

• Manage direct sales process for strategic opportunities in the retail vertical.
• Develop close relationships with key target customers.
• Meet and exceed revenue and profit targets for the region.
• Develop a partner network strategy to grow and expand markets
• Support and drive sales activities and grow the business as a Channel Sales Manager.
• Manage the full sales cycle, from the inbound conversion to closure, and then post-sale account management for upselling.
• Develop effective sales plans to ensure revenue delivery and sustainable growth.
• Meet and exceed revenue and profit targets for the region and provide accurate and timely sales forecasts to senior management.
• Gather market information from multiple sources to analyse competition and consumer/market trends.
• Establish strong relationships based on knowledge of customer requirements and industry trends.
• Effectively manage customer relations through Quarterly Customer Business Reviews
• Overall ownership of the opportunities generated and the contract negotiation process. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services
• Create and drive a Demand Generation Strategy for retail industry
• Responsible for growing our retail software business through strategic lead generation, research, and cold outreach via phone calls and emails.
• Use your experience in sales to work with management to refine our sales strategy, messaging, and sales process.
• Interact with other departments such as Marketing, Professional Services, Global Support and Product Management.
• Proactively assess, clarify and validate channel partner needs on an ongoing basis
• Provides basic technical and commercial support to indirect partners
• Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
• Works closely with the Regional Head and the Executive Management team to execute tactics to achieve business objectives.
• Provides feedback, information, market intelligence and recommendations to improve market penetration.
• Manages weekly forecasting routines for all direct and channel partner leads and opportunities.
• Populate and update CRM with forecast and strategic data of customers from the target region.
• Works in partnership with marketing and product management, providing input on both marketing and technical resources needed to ensure the highest quality training for our partners.
• Highly effective in a matrix organisational environment
• Clear and engaging communication and presentation style
• Builds rapport and robust relationships as well as influencing at all levels, including C-Level.
• Resilience and resourcefulness to make change happen, no matter how challenging
• Self-driven

Skills

Sales management

Channel partner management

Customer relationship management

Lead generation

Sales strategy development

Negotiation

Technical support

Job description

Job Location: Canada/United States (Remote)

Key Accountabilities

• Capable of managing direct sales process for strategic opportunities in the retail vertical for Enterprise Retail Management Software.
• In charge of developing close relationships with key target customers.
• Maintain and expand Channel Partner Network to maximise indirect revenue generated from partners, beyond current growth rates and exceed targets.
• Develop a partner network strategy to grow and expand markets
• Support and drive sales activities and grow the business as a Channel Sales Manager.
• Manage the full sales cycle, from the inbound conversion to closure, and then post-sale account management for upselling.
• Develop effective sales plans to ensure revenue delivery and sustainable growth.
• Meet and exceed revenue and profit targets for the region and provide accurate and timely sales forecasts to senior management.
• Gather market information from multiple sources to analyse competition and consumer/market trends.
• Establish strong relationships based on knowledge of customer requirements and industry trends.
• Effectively manage customer relations through Quarterly Customer Business Reviews
• Overall ownership of the opportunities generated and the contract negotiation process. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services
• Create and drive a Demand Generation Strategy for retail industry
• Responsible for growing our retail software business through strategic lead generation, research, and cold outreach via phone calls and emails.
• Use your experience in sales to work with management to refine our sales strategy, messaging, and sales process.
• Interact with other departments such as Marketing, Professional Services, Global Support and Product Management.
• Proactively assess, clarify and validate channel partner needs on an ongoing basis
• Provides basic technical and commercial support to indirect partners
• Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
• Works closely with the Regional Head and the Executive Management team to execute tactics to achieve business objectives.
• Provides feedback, information, market intelligence and recommendations to improve market penetration.
• Manages weekly forecasting routines for all direct and channel partner leads and opportunities.
• Populate and update CRM with forecast and strategic data of customers from the target region.
• Works in partnership with marketing and product management, providing input on both marketing and technical resources needed to ensure the highest quality training for our partners.
• Highly effective in a matrix organisational environment
• Clear and engaging communication and presentation style
• Builds rapport and robust relationships as well as influencing at all levels, including C-Level.
• Resilience and resourcefulness to make change happen, no matter how challenging
• Self-driven

Measures of Success

• Meet and Exceed Revenue Targets
• Maintains high partner engagement
• Expansion of existing channel partners
• Meet revenue objectives, partners' expectations, and customer satisfaction metrics
• 100% support and subscriptions annual renewals
• 15+ years of corporate sales experience working in Direct Sales, Channels / Resellers / Partner environment.
• Experience in selling Retail Software
• Substantial experience in sales
• Experience in partner and channel management a plus
• Ability to manage the life-cycle for direct or channel engagements, from scouting and alignment, negotiations, to close agreements, successful onboarding, and hands‑on operational help.
• Resident and available to work in the USA/Canada
• Availability to travel inside the country and near countries, with the possibility to spend nights outside and weekends.

Additional Responsibilities

• Organises time to cover ongoing priorities and will make arrangements to cover whenever absence is unavoidable; understands that rewards are commensurate with effort and invests the time to get the job done; uses time efficiently during regularly scheduled hours so that extra hours are not inevitable, but is responsive to additional requirements or demands when necessary.
• Increases sales with existing customers by stimulating the demand for currently purchased products and services; makes a proactive effort to build volume within established accounts by expanding the breadth of products purchased; monitors the potential for growth in volume by regularly tracking the purchasing history and spotting trends or problems in need of a solution; sees herself as responsible for facilitating the customer’s reorder and replenishment process.
• Focuses on sharing information excitingly and memorably; prefers group presentations; focuses equally on preparing delivery and content; stages a formal presentation to promote a more intangible product or service; responds to audience cues and reactions by altering a prepared presentation as it progresses
• Uses strong personal identification with the product to influence others to promote and sell the product line; keeps the distributor fired up and committed to buying into a program or plan; works with other salespeople to help them close the large or elusive deal; breaks up the selling cycle into small increments and sets goals for each step; maintains the pressure to move forward through each step without becoming too pushy or overbearing; proactively reinforces the purchase decision, recognizing the risk that a product or program can be supplanted by the competition.
• Demonstrates a commitment to the continuous education and training of others as a means of increasing their overall competency and productivity; prepares more structured sessions to cover the most critical areas of learning for the audience; stays on top of information needed by colleagues and customers in an effort to serve as a resource; takes responsibility for motivating others to learn and retain key information; reinforces what is being taught through periodic repetition; regularly assesses individual and group competencies and routinely addresses them by adjusting the training
• Understands the critical role joint calls play in the ongoing development of salespeople; commits to using joint sales calls as opportunities to share expertise; demonstrates effective techniques; observes progress and judges the effectiveness of assigned salespeople; is dedicated to providing backup and expertise to help salespeople secure a close; accepts a supporting role in the sales process and sets level of involvement in accordance with what the primary salesperson needs.
• Develops a comprehensive knowledge of products and potential applications; understands that up‑to‑date knowledge is required to maintain credibility as a subject matter expert with distributors and end‑users; acquires knowledge through sources of published information supplemented with personal internal and industry contacts; keeps current on product/service developments through more formal learning opportunities; assumes the role of resident expert and develops product knowledge for the purpose of serving as a resource to others.