My client is a leading provider of innovative network intelligence and security solutions that empower communications service providers and enterprises worldwide to enhance the value they bring to their customers.
My client is a global provider with used by 500 mobile, fixed and cloud service providers and over a thousand enterprises.
They are now seeking an exceptional, highly motivated Channel Account Manager - Iberia Enterprise. The client has an office in Madrid and has presales and post-sales staff in the region.
Location: Madrid, Las Rozas
Reports to: Director of Sales Enterprise Iberia
Seeking for an exceptional, highly motivated Enterprise Account Manager with direct work experience in selling to large Enterprises in a 2-tier model using Channel, Distributors and System integrators (SI).
Develop channel sales strategies to meet organizational objectives in Iberia
Evaluate and manage existing channel partner performance/channel forecast and implement plans for success to increase revenue and gross profit to Enterprise, Sell through and MSP accounts in Iberia.
Develop channel sales strategies and processes
Execute channel Sales actions for sales and channel partners and be personally involved in sales deals
Support channel partner incentive plans
Identify, qualify, and recruit new Channel partners/SI, and terminate relationships where appropriate
Builds and maintains account relationships with Channel and Distributors
Account management with outcome of increased in retention & account growth and customer satisfaction
Follow required cadence and agenda rhythm of the business meetings
Quota responsibility aligned with specific Accounts/Channels
Achieve/exceed quota targets
Support development, execution and measurement of marketing programs (events, mail campaigns, online marketing, etc) to increase awareness and lead generation.
Provide feedback for future programs
Manage sales training for channel partners
Manage distribution relationships and performance
Work as a team-player in a global organization
Develop further the company Distributors and SI channels, implement right sales methodology to increase the company product sales.
Provide input from the field to marketing and product management
Proficient in account planning
Manage forecast accuracy on a monthly/quarterly/annual basis
Establish effective communications with all the Company’s infrastructure (eg Customer Success, Marketing, Professional Services and R&D groups and work closely with the other Sales management) to ensure proper sensitivity to the market and to the needs of sales
Provide the company with updated information regarding relevant market trends and the position of Allot in the market
Maintain competitive knowledge & focus
At least 5 years of experience and proven successful track record of establishing and managing mid – size Enterprise sales organizations, preferable global organizations.
Strong understanding of the Enterprise market from both a theoretical and practical
Experience in implementing sales methodology to encourage partners and channels to sell further the company products by demonstrating a Knowledge of the full lifecycle of the sales process from prospecting to close
Experience of having sold sophisticated technological solutions and consultative sale
Ability to articulate the company value proposition
Strong contact and familiarity with Channel Partners, Distributors and SI globally
A proven record for motivating a sales team focused on selling complex solutions and services at all levels
Demonstrated ability to accelerate the sale process: generating leads, managing the quote process, overcoming objections, "quarterbacking" the proposal development and successful installation of service offerings
Exceptional ability to motivate and influence the key client contacts and decision makers
Proven expertise to develop relationships from a cold call or networking activity
Consistent, year on year, high performance track record
Excellent sales and management skills, including negotiation skills
Excellent writing and presentation skills
Team player with excellent interpersonal skills and strong work ethic
Self-starter, sleeves off, mature and committed individual
Travel: Extensive international travel
Excellent verbal, written and presentation skills required
Spanish and English – fluent
Portuguese language will be appreciated