Channel Account Manager

Overview

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Exclusive Networks (EXN) is a global cybersecurity specialist that provides partners and end-customers with a wide range of services and product portfolios via proven routes to market. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine a local perspective with the scale and delivery of a single global organization.

Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-

At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our clients, doing our part to create a prosperous and trusted digital world, and helping our people to realize their potential.

Duties and responsibilities

This role forms an integral part of in-country Business Units and is responsible for driving incremental sales growth sourced through channel partners with impactful channel programs. The CDM will have the overall responsibility for achieving distribution-led business metrics through channel expansion, including but not limited to:

• Breadth (partner recruitment, number of active partners, partner growth)
• Depth (Channel-led opportunities, adoption of advanced technology)

This role will report to the Business Manager and will work very closely with the Regional Business Lead. The role demands a proactive, results-oriented and resilient can-do team approach.

As The Channel Account Manager, You Will

• Aligning with regional direction and collaborating with internal teams to develop and execute in-country channel strategies to achieve sales targets and business objectives.
• Interact with assigned partners and vendors, working to establish and maintain strong relationships to drive incremental revenue growth.
• Build business plans with guidance from the regional team and execute quarterly business reviews (QBR) with managed partners to identify areas for improvement and growth. Ensure highest and continuously improving levels of vendor and partner satisfaction.
• Create, own and manage sales and marketing campaigns/programs to drive partner engagement and increase sales performance.
• Provide or facilitate sales/technical training for partners to ensure successful product positioning and sales.
• Forecast and update internal regional and country stakeholders, maintaining an accurate and healthy pipeline of opportunities from creation to close.
• Collaborate with internal teams to develop and launch new product updates through channels, requiring close working relationships with channels, marketing and technical teams.
• Collect and analyse market and competitor data to make informed decisions regarding channel partner strategies.
• Negotiate and manage channel partners contracts/agreements.

Qualifications and experience

• Minimum 3-5 years of experience in channel sales.
• Proven track record of successfully managing and growing channel partnerships.
• Passion and deep understanding of value-added channel sales in a distribution context.
• Outstanding stakeholder management skills.
• Ability to collaborate and work with diverse teams to achieve the desired outcomes (Marketing, Pre-sales, Regional team).
• Highly organized, able to prioritize and possess good time management skills.
• Maturity with written and verbal communication skills, including the ability to quickly analyze data and develop recommendations.
• Strong negotiation, analytical and problem-solving skills.
• Presentation, communication and collaboration skills (oral and written).
• Capable of managing multiple objectives simultaneously.
• Attention to detail, self-motivated, team player.

About us / Diversity and Recruitment data

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need. Please review our Diversity and Inclusion Policy for further information.

We care about your data: please read our Recruitment Data Protection Policy prior to applying.

Seniority level

• Mid-Senior level

Employment type

• Contract

Job function

• Accounting/Auditing

Industries

• Computer and Network Security
• IT Services and IT Consulting

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