Senior Manager - Channel Sales

Vertiv Energy Pvt Ltd; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Vertiv Energy Pvt Ltd in Bengaluru seeks a Senior Manager Channel Sales to lead APAC distributor partnerships and drive annual sales targets across IT distribution channels.

You will develop distributor plans, pricing strategies, and demand-generation activities with the marketing team; manage partner relationships; and forecast distribution business with the in-country sales director to ensure growth across regions.

Qualifications

• 15+ years of experience in Channels Sales or Business Management, IT distribution preferred.
• APAC and regional sales track record.
• Strong communicator with excellent presentation and interpersonal skills.

Responsibilities

• Manage and work closely with distribution managers across countries to develop sales plans.
• Work with the distribution team to develop annual distributor performance matrices and account plans.
• Lead programs to meet monthly sales-out targets and maximize market share in IT segments.
• Develop distribution product strategies and pricing to grow market share and expand reach.
• Motivate decision makers in partner organizations to invest in Vertiv’s growth.
• Grow the number of partners and resellers and drive demand-gen with marketing.

Skills

Channel Sales

APAC Experience

Leadership

Negotiation

Strategic Planning

Job description

Sr. Manager Channel Sales Brief Job Description:

Responsible for managing and working closely with each distribution managers in the countries to develop effective sales plan for every IT Distributors across Asia. Work with the distribution team to develop annual distributor performance matrix and account plan to achieve Monthly, Quarterly and Annual Sales targets.

Responsibilities and Measurement Criteria with Time investment Needed on Each:

• Responsible for managing and working closely with each distribution managers in the countries to develop effective sales plan for every IT Distributors across Asia
• Work with the distribution team to develop annual distributor performance matrix and account plan to achieve Monthly, Quarterly and Annual Sales targets
• Work closely with programs team to develop and implement effective sales-out programs to meet and exceed monthly sales-out target to maximize Vertiv’s market share in the Rack UPS, PDUs, Racks, Smart Solutions market in every country
• Lead and develop the right distribution product strategies and pricing models to achieve and grow our market share while maintaining our competitive advantage and expanding our reach across geographical locations, market verticals and IT applications
• Motivate the key decision makers in partner organization to enhance the investment and resources focused on Vertiv’s Business growth
• Lead, develop and grow the numbers of partners and resellers to expand the reach both breadth and depth
• Lead and work closely with marketing team to develop and drive market demand-gen activities such as reseller acquisitions, enablement, industry events
• Responsible to perform monthly business cadence with distribution team to provide accurate forecasting of distribution business and align with the in-country sales director for forecast reporting
• Implement rules of engagement within multiple partners and manage conflicts fairly
• Develop high mindshare for Vertiv with the sales team of designated partners. Ensure their motivation through appropriate sales incentive programs and activities
• Manage satisfactorily all the operational and financial matters related to distribution’s business with Vertiv

Qualifications: Required/ Minimum Qualifications:

• Successful APAC and regional sales and Channel Management track record
• 15+ years’ experience in Channels Sales or Business Management; preferably in IT Distribution Business

Additional / Preferred Qualifications:

• Strong communicator in both written and verbal
• Excellent presentation and interpersonal skills
• Problem solver. Good at conflict management
• Strong influencing and negotiations behaviors
• Excellent business ethics and integrity
• 'Can do' attitude and Sense of urgency
• Focuses on operational details and accuracy whilst being able to see the big picture and develop strategy

Physical & Environmental Requirements:

Time Travel Needed: The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPALS:

Safety, Integrity, Respect, Teamwork, Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.

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Work Authorization No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Experience Level

Senior Level