Channel BDM

Robertson & Sumner Ltd; Woking, London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A leading company in the Cyber Security sector seeks a Channel Partner Manager to enhance revenue through onboarding key vendor resellers and driving new logo growth. This role involves close collaboration with sales, marketing, and vendor partners to ensure effective strategies and strong relationships, contributing to business expansion and success.

Qualifications

• Proven track record in revenue growth for Cyber Security (or closely related) product lines.
• 3+ years in an IT channel sales position.
• Ability to work in a high-volume, data-driven environment.

Responsibilities

• Identify and onboard key partners to increase revenue.
• Collaborate with vendors and Sales teams on marketing campaigns.
• Maintain relationships and conduct business reviews with vendor peers.

Skills

Communication

Presentation

Project Management

Analytical Skills

Job description

Responsible for acquiring and onboarding key channel partners, then driving incremental growth through new logo acquisition in combination with existing customer retention and upsell. This role will have a defined list of key vendor resellers to onboard and own.

Duties & Responsibilities

• Identify and onboard key partners to increase revenue and margin streams, adhering to vendor partner program requirements.
• Collaborate with vendors, resellers, and Sales and Marketing teams to deliver effective marketing and demand generation campaigns.
• Work with existing partners to develop, nurture, and generate new revenue and margin streams.
• Understand vendor technology solutions to effectively market them.
• Deliver product and commercial presentations, including sales enablement to resellers (face-to-face and virtual).
• Maintain relationships with vendor peers at all levels and conduct business reviews.
• Assist Sales Support with quotes and technical pre-sales questions.
• Manage product solution opportunities with pre-sales specialists, meeting deadlines and recommending additional software and services.
• Liaise with pre-sales and register deals with vendors, ensuring accuracy of configurations.
• Assist Client Sales teams with accurate forecasting.
• Produce timely forecasts for the Business Manager.
• Maintain accurate CRM data, including opportunity stages, meeting logs, and personnel information.
• Identify cross-selling or new opportunities across the company's product range.

Prerequisites

• Proven track record in revenue growth for Cyber Security (or closely related) product lines.
• 3+ years in an IT channel sales position.
• Ability to work in a high-volume, data-driven environment.
• Excellent communication and presentation skills.
• Ability to manage multiple projects and tasks concurrently.
• Disciplined approach to the administrative aspects of outbound/external sales roles.