Channel BDM

Job Description

Responsible for acquiring and onboarding key channel partners, then driving incremental growth through new logo acquisition in combination with existing customer retention and upsell

This role will have a defined list of key vendor resellers to onboard and own

Duties & Responsibilities

• To identify and onboard key partners in order to increase revenue and margin streams, as well as adhering to vendor partner program requirements.
• Working with your vendor, Resellers and Sales and Marketing teams in order to deliver effective marketing and demand generation campaigns.
• To work with existing partners to develop, nurture and generate new revenue and margin streams.
• To understand at a sales level, vendor technology solutions to market.
• Be confident to deliver product and commercial oriented presentations, including sales enablement to Resellers (face to face and virtual)
• To maintain a relationship with vendor peers at all levels and conduct business reviews.
• Assist Sales Support with quotes and technical pre-sales questions on an ongoing basis.
• Manage product solution opportunities with pre-sales specialists; meeting deadlines, making relevant recommendations of additional software and services.
• Liaise with pre-sales and register deals with vendor ensuring accuracy of configurations.
• Assisting Client Sales teams with accurate forecasting.
• Produce timely forecasts to the Business Manager.
• Maintain accurate CRM data, including; Opportunity stages, meeting logs, personnel information
• Cross selling or opportunity identification across whole company product range where possible.

Prerequesites

• Proven track record in revenue growth for Cyber Security (or closely associated) product lines
• 3+ years in a IT channel sales position
• Ability to work in a high volume data-driven environment
• Expert communicator and presenter
• Comfortable managing multiple projects and tasks concurrently
• Disciplined approach the administrative aspects of Outbound/external sales roles