Evoca Channel Manager
Evoca Channel Manager
Job description
May 2020
Overview
The Channel Manager is responsible for the execution of the channel
strategy and programs. The Channel Manager develops, maintains, and
expands relationships with channel partners. The Channel Manager is
responsible for achieving sales, profitability, and partner recruitment
objectives. The Channel Manager is an integral member of the go-to-
market team
Job Responsibilities
Helps develop channel strategy per market and helps identify key
partners to reach consumers effectively
Establishes productive, professional relationships with channel
partners.
Coordinates the involvement of company personnel, including
support, service, and management resources, in order to meet
partner performance objectives and partners’ expectations.
Meets assigned targets for profitable sales volume and strategic
objectives thru channel partners, by month, by market, by year.
Proactively leads a joint partner planning process that develops
mutual performance objectives (KPIs), financial targets, and critical
milestones associated with a productive partner relationship.
Establishes regular business review sessions with each partner to
ensure KPIs are being met and gaps are identified
Continuously provides training to partners and their teams on product
offerings, marketing offers and company processes
Proactively assesses, clarifies, and validates partner needs on an
ongoing basis.
Sells through partner organizations to end users in coordination with
partner sales resources.
Manages potential channel conflict with other firm sales channels by
fostering excellent communication internally and externally, and
through adherence to channel rules of engagement.
Ensures partner compliance with partner agreements.
Drives adoption of company programs among assigned partners.
Proactively recruits new qualifying partners.
Channel Manager Skills
Outstanding communication skills. Must be active listener who takes
the time to comprehend what others say and then use the information
to build relationships
Able to operate independently with minimal supervision
Innovative and creative thinker. Must be comfortable in operating in
an unstructured environment
Able to help channel partners achieve their objectives, understand
their profitability drivers and while ensuring the company objectives
are met or exceeded
Crafting and implementing channel sales strategies to meet monthly
sales quota
Developing and maintaining partner and prospective partner
relationships
Negotiating contracts and growth plans with current and prospective
channel partners
Ability to use leadership and sales acumen to train and develop sales
staff
Ability to use analytical skills to analyze Key Performance Indicators
to determine the health of a channel partner relationship.
Adept at the use of social media tools for communications, partner
and customer engagement and marketing
Socially perceptive and self-aware
Qualifications
Four year college degree from an accredited institution desired
Minimum of 5 years of sales experience. Sales experience in
telecom, consumer electronics, IT consumer sales ideal
Minimum three years of channel sales experience
Bilingual – Spanish desired
Experience working with startups desired
Solid understanding of recurring revenue models
PC proficiency