Channel Account Manager

EXCLUSIVE NETWORKS | Introduction

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 organisation.

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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- and watch our video at Recruitment - Who are Exclusive Networks - YouTube

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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.

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DUTIES AND RESPONSIBILITIES | About the role

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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 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.

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As the Channel Account Manager  you will:

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• Aligning with regional direction and collaborating with internal teams - to develop and execute in country channel strategies to achieve sales targets and business objectives.
• Interacts with assigned partners and Vendor/s, working to establish and maintain strong relationships to drive incremental revenue growth.
• Build business plans with the guidance from 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's and partner's satisfaction. 
• Create, take ownership 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.
• Business forecasting and updates to internal regional and country stakeholders - maintenance of an accurate and healthy pipeline creation and closure.
• Collaborate with internal teams to develop and launch new product updates through channels. This will require a close working relationship with the channels, marketing and technical teams.
• Collect and analyse market and competitor data to make informed decisions regarding channel partner strategies.
• Negotiate and manage channels partners contracts/ agreements.

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QUALIFICATIONS AND EXPERIENCE | About you

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The ideal Channel Account Manager:

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• Minimum 3-5 years of experience in channels 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.

 

WHO ARE EXCLUSIVE NETWORKS? | Why work for us

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We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-

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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 click here to review our Diversity and Inclusion Policy for further information.

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We care about your data: please click here to read our Recruitment Data Protection Policy prior to applying, and therefore sharing your data with us.

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If you think the open position you see is right for you, we encourage you to apply
Our people make all the difference in our success.

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