Senior Channel Manager— Develops and maintains business relationships to sell Insight’s complete technology offerings via telephone, email, collaboration and client face-to-face meetings. As a trusted advisor to Insight’s clients, the Sr. Channel Manager will identify opportunities to leverage Insight’s complete technology offerings which encompasses hardware, software, modern desktop services, cloud services and networking focusing on complete customer lifecycle management and the associated needs for their end-customers. The position will focus on service providers and will identify, develop, manage and grow opportunities within their market/region to achieve sales objectives as required. Regular Manufacturer & Publisher engagements will be necessary to help develop your territory.

 

WORK PERFORMED

70% outbound/inbound phone calls and collaborative meetings related to sales activities

30%+ Travel meeting with Customers and Prospects

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Essential Functions of the Job:

• Engage in cold calling to establish new business.
• Listen actively during calls for sales opportunities and client’s needs, while being conscientious and attentive to details.
• Identify sales opportunities by exploring client business needs and may introduce a Service Provider field sales to assist in closing a sale.
• Recruit clients as a cloud reseller of Insight managed services offerings
• Land channel readiness, channel marketing and channel enablement materials to drive cloud services adoption and consumption by clients’ customers
• Converse intelligently about all business issues, displaying excellent telephone and interpersonal communication (written and verbal) skills.
• Follow-up with clients on quotes and orders to ensure excellent client service.
• Understand the negotiating interests of both Insight and the client while displaying strong technical knowledge.
• Transition Service issues to sales discussions.
• Ask questions that move clients forward in their buying process.
• Follow up thoroughly on each client commitment, prospecting, qualifying, and developing profitable new account relationships.
• Responsible for developing relationships with field publisher partners to work on leads and opportunities (both from Insight and publishers).
• Develop and maintain a strong knowledge of leading industry trends such as electronic commerce, spend management and technology initiatives.
• Leverage resources to provide added value to corporate customers in order to maintain excellent customer satisfaction.
• Inform customers about company program benefits, and implement where appropriate.
• Submit accurate and timely forecasts that are aligned with assigned sales quotas.
• Facilitate all communications/order processing and reporting for all current and future accounts.
• Proactively advise and introduce new solutions to solve client’s business needs.
• Attend Company, vendor, and publisher trainings and webinars, as directed.
• Regular, predictable attendance is an essential function of the job.
• Additional duties as assigned.

Minimum Requirements

• College degree or equilevent experience
• Minimum 5 years sales experience, telemarketing experience, client service experience and computer industry experience is preferred.
• Strong channel management knowledge and skills required including best practices around channel recruitment, channel enablement and channel readiness driving revenue both ‘to’ clients and ‘through’ clients driving consumption of cloud services.
• Must have the ability to multitask with strong organization and time management skills.
• A strong interest in sales along with good communication skills.
• Ability to identify and use resources to achieve deliverables needed.
• Ability to read, understand documents and technical information.
• Ability to regularly travel for business development
• Experience with advanced pipeline management
• Problem solving skills is required
• Must have strong channel development skills
• Must have the ability to execute against an aggressive quota
• Proficient in Microsoft Office including Word, Excel, PowerPoint, Outlook and CRM