Job Scope:

Drive sales through channels by identifying, developing and supporting partners; monitoring results; increasing sales; maximizing revenues.

Duties:

* Seeks and nurtures strategic partnership relationships by identifying and exploring potential relationships with VARS; engaging key personnel and building relationships; communicating company vision and product potential; negotiating business contracts; driving channel harmony.

* Prepares partners to develop markets by developing and conducting sales and technical training programs and conducting joint seminars.

* Positions and promotes company and products by collecting, compiling, analyzing, and disseminating competitive intelligence; communicating value proposition and product and service capabilities to partners, partner targets, and customers; developing product-exposure, demand-creation, and lead-generation approaches and maintaining product image across channels.

* Drives revenue by managing current partners to desired partner tier participation; developing a market strategy, forecast, and sales plan with partners; formulating sales and marketing initiatives; advocating cross-product integrations and cross selling; implementing push e-mail and web marketing programs; recommending pricing and marketing definitions; leveraging customer databases and contacts; coordinating sales and marketing actions with channel partners; developing sales incentive programs; managing product availability.

* Tracks channel accomplishments by comparing initiatives, contacts, presentations, billings, and backlogs to strategies, forecasts, plans, targets, and objectives.

* Accomplishes financial objectives by forecasting financial requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.

* Improves product sales opportunities by monitoring competitive products; recommending product improvements; monitoring customer service team interaction with customers; updating content for partner documentation and collateral.

* Protects organization's value by keeping marketing and product information confidential.

* Updates job knowledge by tracking technological advancements; participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.

* Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

Skills/Qualifications:

Emphasizing Excellence, Managing Profitability, Foster Teamwork, Coaching, Managing Processes, Understanding the Customer, Product Management, Strategic Planning, Dealing with Complexity, Decision Making, Analyzing Information