Vendor Manager - OpenText

Climb Global Solutions; Eatontown (NJ); Hybrid; USD 80,000 - 120,000; Full time

Job summary

Climb Channel Solutions is seeking a Vendor Manager in Eatontown, NJ, hybrid role within the sales team. You will own vendor relationships, develop strategies to drive net-new channel sales, and empower resellers through enablement programs.

You will train partners, align with vendor field teams, manage pipeline forecasts, and participate in events. A proven track record in VAR recruitment and channel sales is required, with strong communication and relationship management skills.

Qualifications

• Proven record of new business growth.
• Experience recruiting VARs for channel sales.
• Strong relationship and stakeholder management.
• Excellent written and verbal communication.

Responsibilities

• Build and own strategic vendor relationships.
• Act as SME on vendor products and processes.
• Achieve KPIs for sales growth and reseller recruitment.
• Lead reseller enablement and training programs.
• Collaborate with field sales and marketing on campaigns.
• Prepare pipeline forecasts and end-of-month watches.
• Support escalations and drive issue resolution.

Skills

Vendor relations

VAR recruitment

Channel sales

Strategic planning

Relationship management

Presentation skills

Negotiation

Communication

Job description

Vendor Manager ("VM") is a key member of the Climb Channel Solutions sales team who serves as an extension of our vendor at the distribution level. This VM is accountable for the overall vendor sales growth, the development of strategies & tactics to drive net new sales within the DMR (Direct Market Reseller) accounts, implementing reseller enablement programs, and ensuring exceptional reseller experiences. They are a trusted advisor to Climb's DMRs across North America and play a vital role in amplifying key vendor messaging in the channel.

Duties & Responsibilities

• Building, maintaining, and owning the strategic relationships with the vendor
• Serve as subject matter expert on all vendor products, services, and processes through training/certifications
• Achieve key performance indicators that support vendor objectives for sales growth and reseller recruitment
• Focus on existing reseller enablement through training programs to increase product knowledge and expand the solution mix
• Develop & maintain an excellent working knowledge of vendor processes, including partner price methods, deal registrations, up-sell/cross-sell positioning, and best practices around all quote-to-order functions
• Engage with the Vendor field sales teams to align business development activities, understand their needs from a distributor, and ensure collaboration with Climb's field sales team
• Continuously engage with Climb's top Reseller's sales divisions to educate and promote vendor programs, provide sales support, and assist in closing opportunities, as well as liaise with other vendor departments on behalf of our resellers
• Ensuring that vendor renewal opportunities are quoted 90 days in advance and that a high renewal rate/reseller retention is maintained
• Complete pipeline reports, prepare management forecasts, and manage the end-of-month opportunity watchlist
• Work closely with Climb's Vendor Partner Managers & Marketing team to develop and execute marketing campaigns, taking point on all lead follow-ups
• Identify and drive the execution of ease-of-doing business initiatives that support reseller satisfaction and business process improvement
• Participate and/or present at key Vendor, Reseller, and industry events, seminars, & workshops.
• Act as the central point of contact for all escalations and implement any required corrective measures
• Monitor market trends and changes in the technology industry, specifically around the vendor's area of expertise; investigate opportunities to capitalize on emerging trends and high-growth segments

Knowledge, Skills, And Experience

• A proven record of new business growth and VAR recruitment
• A "Need to Win" attitude and the ability to persevere to see sales initiatives through to completion
• A relationship-oriented team player who is comfortable with and gaining commitment across different functional areas at various management levels, both within and outside the organization
• Relevant marketing, selling, and/or technical qualifications, including experience with the technology distribution channel
• Knowledge of and demonstrated ability in core and job-related competencies, including strategic planning/execution, leadership, relationship management, impact and influence, presentation, negotiation, problem-solving, judgment and decision-making
• Exceptional organization, time management, prioritization, and execution skills
• Strong and effective communicator, including verbal and writing skills, as well as good presentation skills
• Experience working with technology distribution channels is an asset

Location: Eatontown, NJ (Hybrid)

Salary Range: $80,000 - $120,000