Postes à Massy, France

As Channel Manager, the candidate will be driving the overall management and enablement of our VARs (Value Added Resellers) and channels globally. For that they will need to :

• Be the central point of contact for all our VARs and channels globally.
• The Channel Manager will coordinate all engagements with such channels / resellers to grow Infovista indirect business. The main objective will be to develop a central & global partner program to on-board and manage centrally and efficiently our ecosystem of resellers & channels.
• The Channel Manager will have to develop business plans with top resellers / channels to define joint business objectives and associated initiatives / campaigns / training / … to achieve the mutually defined objectives through a “sale through / with strategy.”
• Work very closely with our direct sales organization and Inside sales organization, in conjunction with the rest of the Partner & Alliances team
• Demonstrate a solid experience in creating an ecosystem of partners, channels, to increase Infovista reach to the market and TAM (Total Addressable Market), via indirect sales.
• Drive and secure business in very competitive situations, while focusing on the sales goals.
• Interact with all departments of the company (Technical Sales, Product Management, R&D and regional sales organizations) within a global & multi-cultural environment.
• Direct sales and or Business Development experience.
• Channel / Partners Management experience with ability to manage multiple Channels / Partners in a global environment, different cultures and in an efficient manner.
• Experience in launching & driving growth plans with partners (joint Go-To-Market, Joint Marketing & Lead Generation campaigns), demonstrating ability to work with multiple stakeholders.
• Sales Analytical skills. Experience with sales & channel metrics and ability to report on channel activities.
• Capacity to organize and drive top-level meetings with channel partners, engaging and influencing senior executives.
• Strong communication and influence skills, in writing and verbal, including the ability to concisely communicate and build relationships.
• Ability to communicate concepts to all levels of the customer organization including engineers, managers, and executives.
• Ability to understand how technical sales influence business cases, capacity to coordinate internal resources to enable goals of successful business.

Technical knowledge

• In-depth knowledge or significant demonstrated aptitude to learn Network Testing, Network Planning & Optimization and Network Performance & Assurance solutions.
• Knowledge of the CSP market in network engineering, optimization, and operations space. Strong understanding of CSP buyers.

Key Skills & Qualifications

Bachelor’s in Business, IT or Engineering studies

Experience

• 5+ years building and managing relationships with partners, channels, and customers.
• Experience with selling complex software solutions.
• Proven track record of closing deals and meeting quota.
• Strong contact with senior leaders of Tier 1 customers / vendors / partners.
• Use of CRM platform like Salesforce.
• Fluency in English and - other language(s) will be an advantage.
• Demonstrated ability to assess customer requirements, identify business problems, and show proposed solutions,
• Ability to influence by communicating ideas and technical concepts effectively.
• Ability to adapt, work independently in a fast-paced environment.
• Strong interpersonal skills and an ability to build rapport.
• Organization skills and self-discipline