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Channel Manager NAM

Company Name:
Coberon Chronos Group
Coberon Chronos Group (www.coberonchronos.com) is an award winning global leader in permanent and temporary staffing, RPO and business process automation solutions for global multinationals. The Group owns and operates 40+ offices worldwide.

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Our client is a world leader in cloud-based software testing automation solutions for SAP and Oracle ERP customers, and one of the fastest growing startups in the high tech industry offering businesses groundbreaking Saas solutions.

Channel Manager NAM
Based in NJ
The Channel Manager executes, maintains, and expands relationships with assigned System Integrators and Partners. Assigned to System Integrators based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and SIs support objectives. The Channel Manager represents the entire range of company products and services to assigned System Integrators though may focus on a specific solution or product set if focused in a System Integrators vertical market.
Responsibilities:
Establish and manage productive System Integrators engagements in assigned System accounts to drive revenues.
Engage System Integrators teams to identify opportunities for new business. Develop, manage, and report on System Integrators sales funnel.
Accountable for qualified new pipeline generation, revenue targets and strategic objectives in assigned System Integrators accounts.
Work hand-in-hand with System Integrators through entire sales process including sales collateral, joint customer presentations, tender preparation, pricing, negotiating, contracting, etc.
Coordinates the involvement of company personnel, including support and management resources, in order to meet System Integrators performance objectives and expectations.
Assure System Integrators have up to date knowledge of new products, features, roadmap, etc.
Proactively leads a joint System Integrators planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive System Integrators relationship.
Manage potential conflict by fostering excellent communication internally and externally, and through strict adherence to System Integrators rules of engagement.
Work closely with our client's Corporate Global Strategic Partners team.
Requirements
8+ years experience working with System Integrators and complex relationships (Co-sale, Presale, OEM/Licensing)
Strong hands-on sales background, preferably in a SaaS company - Proven sales ability including: pricing, relationship building and management, consultative selling
Significant experience and track record in selling complex solutions to Service providers
High level of knowledge and experience within the SaaS industry
Hands on individual, self-starter
Creative thinking and problem solving. Strong interpersonal and communication skills
Can operate with a high degree of independence within agreed policies, targets and budgets
50% travel both domestic and international
Enjoys working in a team environment and being part of a fast growing company pioneering leading edge technology



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