US Channel Sales Manager

Profile

Job Title: Manager, Channel Sales
Location: Remote US
Aptean is changing. Our ERP solutions are transforming a huge range of global businesses, from food producers to manufacturers. In a world of generic enterprise software, we provide targeted solutions that bring together the very best technology and drive greater results. With over 1,700 employees, 50 different products and a global client base, there’s no better time to advance your career at Aptean.
The Channel Manager is a seasoned channel sales professional and will help Aptean build out a channel organization across the territory. Channel Sales play a critical role in establishing and maintaining Aptean presence in the market.
About the role
The Channel Manager will identify, recruit and operationalize new VAR and systems integrators partner organizations to help expand Aptean’s indirect sales reach within the assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
As an Aptean Channel Sales Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Apteans Food & Beverage solutions, work with respective field teams on demand generation initiatives and campaigns, as well as working with direct sales on various Channel oriented opportunities.
Frequent regional travel is required.
You will also:
Develop, execute and drive the Channel and Partner Sales strategy
Drive revenue streams from new and existing partner relationships
Drive both new business development and enhance the development of existing partner relationships
The core tenant for this role is driving new routes to revenue that are identified by channel partners.
Our strategy is to invest in a strategic geographically spread value-added partners that will make a significant impact to Aptean’s growth and reach.
Take ownership of end-to-end sales delivery and providing on-going partner support
Collaborate with Sales and Solution Consulting teams to develop innovative strategies highlighting capability with a strong focus on Aptean’s Food and Beverage products
Contribute to high-level sales strategy development and tactical boots on the ground activities
About you
Typically requires a minimum of 8-10 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 6 years' experience; or equivalent experience. Typical range is 10-13 years.
You must also have
· An accomplished level understanding of Microsoft partner network in more than one area - possesses the ability to connect this knowledge and expertise to recruitment of Microsoft Business Central and F&O resellers
· Partner oriented with proven ability to sell value through a Consultative Selling approach
· Demonstrated ability to understand partner/vendor dynamics and overcome hurdles to close business
· Experience working with the ‘challenger’ sales methodology and supporting tools and applications
· Motivation, be goal oriented with the proven ability to work with minimal direction and maintain a high level of collaboration across geographical matrix based org.
· Strong communication & presenting skills
· Possesses a high degree of honesty, integrity and ability to maintain confidentiality
· Professional image and interpersonal skills
· Good decision making ability and negotiation skills
- Bachelor's degree required
If you share our mindset, you can share in our success. To find out more about joining Aptean, get in touch today.
Learn from our differences. Celebrate our diversity. Grow and succeed together.
Aptean pledges to promote a company culture where diversity, equity and inclusion are central. We are committed to applying this principle as we interact with our customers, build our teams, cultivate our leaders and shape a company in which any employee can succeed, regardless of race, color, sex, national origin, sexuality and gender identity, religion, disability, age, status as a protected veteran or any other group status protected by law. Celebrating our diverse experiences, opinions and beliefs allows us to embrace what makes us unique and to use this as an asset in bringing innovative solutions to our customer base.
“At Aptean, our global and diverse employee base is our greatest asset. It is through embracing and understanding our differences that we are able to harness our individual power to maximize the success of our customers, our employees and our company.” – TVN Reddy

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