UK & I Channel Account Manager

TARGUS EUROPE LIMITED; Staines-upon-Thames; On-site; GBP 35,000 - 60,000; Full time

Job summary

A global leader in technology accessories, TARGUS EUROPE LIMITED seeks a proactive Sales Executive to manage and expand sales through channel partners in the UK. This role demands independence, strong relationship-building skills, and a deep understanding of the IT channel to drive sales and foster long-term partnerships. You will contribute significantly to Targus's commercial strategy in a dynamic and flexible working environment.

Qualifications

• Proven track record of developing sales relationships.
• 3+ years experience in Sales or Account Management.
• Experience in IT channel sales.

Responsibilities

• Achieve sales targets and build brand awareness.
• Develop sales pipelines and coach sales teams.
• Promote Targus products to strategic customers.

Skills

Sales Relationships

Negotiation

Communication

Analysis

Customer Engagement

Education

Degree (or equivalent industry experience)

Tools

SF.com

Job description

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Direct message the job poster from TARGUS EUROPE LIMITED

Targus is globally renowned as the market leading provider of products for the mobile professional. Targus continues to set the standards of excellence in protection, craftsmanship, and functionality of carrying cases and computer accessories. Targus has 45 offices globally and direct distribution in over 145 countries. Regardless of your needs, we at Targus are devoted to providing only the best product for our clientele.

Position Purpose:

Working in a dynamic sales environment you will be managing & growing our sales through our channel partners & enterprise targeted customers. This is a role that requires you to be able to work independently and gives you freedom to prioritise your activities to deliver the best results. With the backing of a global category leader and a wide selection of industry leading products and solutions the opportunities are endless.

You will need to have a good understanding of the UK IT channel and demonstrate success in selling through corporate resellers, intimate knowledge of the partners strategies and goals to align Targus' products and services to secure long term partnerships and to grow our business and build a consultant like approach to add value for our customers.

The individual is expected to proactively cover and manage key named reseller accounts, coach & train sales teams, build solid relationships, develop sales pipelines, provide forecasts, log all business opportunities via SF.com, and be an expert at closing opportunities to meet sales targets and build market share.

You should be keeping a keen eye on market trends, what’s happening across the reseller market, leverage demand generation techniques to build and grow a pipeline of sales opportunities whilst maintaining an awareness of competitor activity and provide feedback to marketing/management.

Primary liaison between the channel partner and Targus, the individual should establish solid working relationships internally with all applicable groups within all of the Targus business. Be proactive and a great relationship builder. Take pride in your work and represent the company in your accounts.

Position Context:

This role is a high impact and plays an integral role in the success of the Commercial strategy by working with some of Targus’ key reseller channel customers across the market.

With the continued trend in Hybrid working, Targus has developed a strategic approach complimented by new accessory products to position towards our partner network to grow our sales through our valued sales channel. Your goal is to increase awareness of our brand and products and hunt new business opportunities through relationship building and covering your accounts. Attaching accessories to hardware sales and focus on expanding categories sold via your partners is key to success.

This market is an important one for Targus to grow the overall success of the EMEA sales region and as a result you will play a pivotal part in the business and be a valued contributor.

The role will combine all the skills of a "hunter and farmer" sales approach with a key focus on managing established partnerships and identifying and growing new reseller and end customer business.

Targus is 100% committed to grow our sales through3rd party channel partners so being able to drive business through resellers is critical to our ongoing success as a number 1 accessory vendor.

Responsibilities & Accountabilities:

• Achieve sales targets and build the awareness and loyalty to the Targus brand and maintain the leadership position in the market.
• Promote the complete Targus range to increase sales growth through strategic customers - Focus on Docking Stations, Laptop Cases, Tablet Cases Workspace Solutions and IT accessories.
• Present customers with products and programs that best suit their needs and results in sales revenue growth. Develop creative ways to educate channel sales personnel about company products and programs.
• Generates/qualifies prospective customers through inbound and outbound calls. Maintains records of all customer calls made in SF.com to maintain pipeline activity and develop the sales process through data.
• Serve as a liaison between customers and appropriate internal departments to resolve customer questions and problems.
• Identification of relevant customer case studies for onward use internally within Targus and/or external use
• Support the broader sales team in pursuit of sales goals and to help raise pricing bids and samples to key customer contacts.
• Win, maintain, and expand relationships with assigned reseller partners.
• Must strive to deliver the overall vision of workspace and B2B and work well in a virtual world as well as face to face.

Know How:

Education:

• Degree (or equivalent industry experience) required.

Experience (Industry, role type, management):

• Ideal candidate will have a proven track record of success in personally developing sales relationships and programs with measurable, profitable results.
• 3+ years’ experience with a Sales or Account Management position.
• Experience selling across the IT channel.

Core Competencies (Skills and abilities):

Essential Qualifications, Skills, Knowledge, and Experience:

• Working knowledge and experience of key UK & I resellers
• Must have worked in a Sales capacity (internal or external) with experience in negotiating pricing, managing supported bid pricing, excellent written and verbal communication skills.
• Co-selling with partners to close sales opportunities and interact with direct sales on the partner engagement model.
• Experience with SF.com, analytics, data, databases, predictive modelling, or business intelligence preferred.
• Flexible in your approach with a desire to succeed and be a strong team player - adaptable to working in different environments and confident in building new relationships - A real people person!

Desired Skills, Knowledge and Experience:

• Previous successful track record in indirect channel sales and usage of SF.com to manage all your customer information and sales pipeline.
• Determined and focused in your approach to adapt to different sales situations and the ability to win in a competitive market and differentiate yourself vs others competing for the same business. Stand out and be impactful.
• Can demonstrate the ability of excellent account management and organisational skills
• Full understanding of the sales process with a track record of closing business and growing sales
• Demonstrable over achievement in all areas– personal, quota and development
• Evidence of academic achievement.

Key Accountabilities:

• Support the sales team, build your own network, contribute to the team's sales quota and be productive and the channel sales evangelist for Targus - The face of Targus for our customers.
• Direct responsibility for managing and maintaining relationships with key clients at all levels and ensuring highest levels of service delivery.
• Ensure adequate pipeline to deliver future revenue and achieve sales targets and management thereof.
• Define and execute key business objectives and your own sales strategy.
• Respond to bids and tenders as required and work with commercial finance to deliver profit goals.
• Actively participate in the sales team meetings and in cross-business initiatives where required. Be a team player in the sales team.

At Targus we are an equal opportunity workplace. We value diversity in our workplace and believe it is pivotal that we encourage anyone with the talent to succeed in our available opportunities to apply.

We have an Agile Working Policy, which will allow you the possibility to choose working hours, respecting core hours.

Please note that if you do not hear from us within 3 weeks of applying for the role, please assume that you have been unsuccessful on this occasion and we wish you all the best!

Agencies - When we require your assistance with our vacancies we will reach out to our PSL supply chain. Please be aware that we operate a very strict PSL policy. Please do not reach out to individual hiring managers.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Industries

  Technology, Information and Media

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