Channel sales manager in enterprise technology

Octave; Warszawa; Presencial; PLN 180 000 - 320 000; Tempo integral

Resumo da oferta

Octave ищет менеджера по каналам продаж для управления дневными отношениями с партнёрами, разработки стратегий и координации продаж через сеть партнёров. Ваша задача — рост выручки и эффективности сотрудничества, выстраивание эффективных планов и проведение регулярных обзоров.

Кандидат должен уметь работать с командами продаж, техническими и исполнительными уровнями, а также владеть навыками переговоров и стратегического планирования. Опыт в SaaS/ enterprise tech будет плюсом.

Qualificações

• Опыт работы в channel sales, indirect sales или управлении партнёрскими аккаунтами.
• Доказанный рост выручки и конверсии через партнёров.
• Опыт управления портфелем партнёров по каналу продаж.
• Понимание косвенных и партнёральных моделей продаж.
• Опыт планирования бизнеса, картирования аккаунтов и прогнозирования.
• Сильные коммерческие и переговорные навыки.
• Умение выстраивать отношения от агентов до топ-менеджмента.
• Опыт взаимодействия с прямыми отделами продаж.
• Хорошие коммуникативные, презентационные и управленческие навыки.

Responsabilidades

• Владение дневными операциями по отношению к закрепленным партнёрам канала.
• Разработка стратегии аккаунтов для приоритетных партнёров.
• Установление ожиданий, приоритетов и обязанностей с каждым партнёром.
• Проведение бизнес-обзоров партнёров и отслеживание прогресса против целей.
• Развитие воронки и объёма продаж, основанных на партнёрах.
• Ведение совместного планирования и картирования аккаунтов с партнёрами и внутренними командами.

Conhecimentos

Channel sales

Indirect sales

Partner account management

Enterprise sales

Forecasting

Negotiation skills

Stakeholder management

Cross-functional collaboration

Account mapping

Descrição da oferta de emprego

Описание:

Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option. Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.

Задачи:

• Own the day-to-day commercial relationship with assigned channel partners.
• Develop a clear account strategy for each priority partner.
• Build relationships across partner sales, management, technical, and executive teams.
• Understand each partner’s business model, market focus, customer base, capabilities, and growth potential.
• Establish clear expectations, priorities, and responsibilities with each partner.
• Conduct regular partner business reviews and track progress against agreed objectives.
• Drive partner-sourced and partner-influenced pipeline and revenue.
• Set and manage revenue and pipeline objectives for assigned partners.
• Work with partners to identify, qualify, register, and progress sales opportunities.
• Conduct regular pipeline and forecast reviews.
• Identify gaps against targets and establish corrective actions.
• Support partners in progressing strategic opportunities through the sales cycle.
• Ensure opportunities receive the appropriate internal support and visibility.
• Develop annual and quarterly business plans with strategic partners.
• Translate partner strategy into specific commercial actions and measurable objectives.
• Establish targets for pipeline, revenue, customer acquisition, enablement, and demand generation.
• Monitor execution against agreed plans and hold both internal teams and partners accountable for commitments.
• Conduct joint account mapping with partners and internal sales teams.
• Identify target accounts where partners have established relationships or differentiated capabilities.
• Develop joint account strategies and customer propositions.
• Connect partner sellers with the appropriate internal account teams.
• Identify opportunities for cross-sell, upsell, and expansion within the partner’s customer base.
• Ensure partners have the commercial and technical knowledge required to successfully position and sell the company's solutions.
• Coordinate onboarding, sales training, product enablement, and certification activities.
• Identify capability gaps and build appropriate enablement plans.

Требования:

• Proven experience in channel sales, indirect sales, partner account management, or enterprise sales.
• Demonstrated track record of achieving revenue and pipeline targets through partners.
• Experience managing a portfolio of channel partners.
• Strong understanding of indirect and partner-led sales models.
• Experience with joint business planning, account mapping, opportunity management, and forecasting.
• Strong commercial and negotiation skills.
• Ability to build relationships from individual partner sellers through senior management.
• Experience collaborating effectively with direct sales organizations.
• Strong communication, presentation, and stakeholder-management skills.
• Будет плюсом: Experience within SaaS, enterprise technology, cloud, telecommunications, or B2B technology is preferred.

Условия:

We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world. At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.