Jobs in Francia

Location: Madrid, Madrid

Responsibilities:

• Support the RSM in developing and maintaining strong relationships with channel partners, including resellers and distributors.
• Act as the primary point of contact and A10 Champion for assigned channel partners, working hand in hand with the RSM to drive company strategic objectives and sales.
• Review install base lists with partners on a regular basis to maximize technical refresh activity.
• Develop and execute partner and distribution business plans in line with A10 Networks' channel strategy, including:
• Next Generation Partner/Partner Eco-System – Quality not Quantity.
• Customer Success/Maximize the opportunity around A10 Install Base.
• Lead the Way/Channel Skills used in Nurturing Organic Leads.
• Deal Registration.

Strategic Planning and Execution:

• Collaborate with partners to create joint business plans, set sales targets, and identify RSM direct customer growth opportunities and customer meetings.
• Monitor partner performance, ensuring alignment with agreed-upon goals and strategies.
• Drive 'From Channel' and 'Deal Registered' revenue in line with company objectives and strategies.

Channel Sales Enablement:

• Provide partners with the tools, resources, and training needed to successfully market and sell products or services and arrange RSM customer meetings.
• Conduct regular business reviews to track progress, identify challenges, and implement solutions.

Revenue Generation:

• Drive sales growth through the channel by implementing marketing and promotional strategies and support Regional Sales Managers in developing Net New Customer meetings.
• Negotiate contracts and agreements with partners to ensure mutually beneficial outcomes.

Market and Competitive Analysis:

• Stay updated on market trends, customer needs, and competitor activities to inform channel strategy.
• Provide feedback to internal teams on product and service improvements based on partner input.
• Work closely with Field Marketing Teams to develop strategies for Market Development Funds (MDF) and Co-op Development Funds (CDF) budget allocation, focusing on driving In-Flow and achieving measurable results.

Key Success Factors:

• Achievement of Quota.
• New resellers recruited-channel partner coverage model.
• Revenue growth of existing resellers.
• Business results from MDF activities.
• Partner Engagement, Loyalty, and Experience with A10.

Skills and Experience Required:

• 5+ years of experience in managing partners in assigned territory.
• Experience in networking, related domains of security and infrastructure.
• Outstanding Presentation, Written, and Verbal Communication Skills.
• Strong technical knowledge with a broad range of security and networking technologies.
• Must have both sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
• Ability to develop relationships and work extensively at all levels in partner organizations.
• Provide accurate forecasting to the reporting manager regularly.
• Ability to self-motivate and multi-task and work independently or within a team.
• Work well within a matrix management structure.
• Direct interaction with Customers, Partners, Marketing, Peers, and A10's corporate team.
• Consistent record of achievement.
• Possess great integrity.
• Transparent – experience in discussing and presenting plans/actuals and activities to all levels of management.
• Proven ability to operate across all functions of a company; engineering, sales, marketing, finance, and operations.
• Travel as required.