The Channel Account Manager (CAM) is responsible for selling ADC, CGN and TPS products and technology as well as full suite of support and professional services in the entire market which covers variety of industries and verticals.
This position requires a business management role and will require a high level of experience and expertise in disciplines such as sales, business development and channels management.
CAM will be primarily responsible for the management and development of the channel from a policy, process and sales engagement perspective. Key responsibilities will include:
Providing channels development leadership for the all business, including products and services. Working in close partnership with regional sales lead to recruit and enable an effective authorized distributors and reseller channel networks.
Contract management and negotiation with channel partners. Formulate business plans including setting of targets and regular business review.
Developing and managing the execution of the channels business framework and programs from corporate. Ensuring achievement of defined key business metrics.
Developing an effective channels engagement and development model in assigned market. Acting as regional lead to local, regional and global business partners. Working closely with the regional sales lead, marketing, operations and support organizations.
Acting as a channel leader and evangelist in the development of an effective channels model and marketing programs for all business portfolio.
Serving as the key point of contact in reporting financial results for channels business in the assigned market as well as liaising with Japan and worldwide teams to ensure that a consistent vision for the business is maintained.
Plan Go-To-Market strategy aligning regional business plan and direction through specific partners and in specific industries (verticals).
Solution cut approach or product cut approach in the market are also required targeting productive an effective marketing and selling strategy to maximize business pipeline ad bookings.
Develop certain volume of pipeline which allows 3x ration vs, actual booking in given period of time line.
Develop and maintain stable run-rate business which could be expected as consistent and transactional business in every business quarters.
Responsibilities include structured account planning, mapping and establishing strong business relationships with key stakeholders in the organization, advanced solution selling, conducting sales presentations, coordinating multiple resources within an account, and consistently closing business for .
The successful candidate will be extremely results-oriented, possess strong business acumen, be capable of building a strong business pipeline, accurately forecasting and closing business, and possess strong interpersonal and presentational skills. The candidate drives pipeline generation by understanding the business priorities and initiatives of the accounts and by mapping these initiatives to solutions.
Roles and Responsibilities:
Manage and drive Channel partner
Business plan and Account plan development
Drive Channel Advantage Program
Certification requirements and Trainings
Marketing campaigns and events
Partner Recruitment and on boarding for new partners
Owner ship of demand generation activities
Provide weekly reports on activity and results
Manage and update partner database in SFDC
Forecast management for assigned partners
Plan and execute effective and productive spending of MDF
Collaborate with Global Partner Affinity program
Search and gather information of industry trend, interest and potential in specific verticals for successful business planning through channel relationships
The territory must be within the Japan Region however need to take care the global business opportunities which can be led and managed from given region as central control account responsibility.
Report directly to the General Manager of Sales (Honbucho)
Strong business acumen to understand the IP networking landscape,and become the trusted advisorof the CIO/CISO as well as other key influences and recommenders within these accounts at multiple levels.
Ability to articulate the business and commercial value of solutions.