Channel Account Manager – TX, Virtual

NCR Corporation•TEXAS, VIRTUAL, TX

2d•Remote

About The Position

A qualified candidate is expected to be an entrepreneur that develops a plan to drive to a sales goal. This includes acting as a sales person to win competitive deals as well as acting like a channel development person to ensure resellers grow to cover your market.

Requirements

Entrepreneurial mindset to develop and execute a sales plan
Ability to act as both a salesperson and a channel development manager
Experience in winning competitive deals
Skills in ensuring resellers cover the market
Ability to sell software and complex solutions
Ability to execute the sales process and move opportunities through the funnel
Ability to build relationships with prospective and competitive customers
Ability to articulate solutions in terms of ROI
Strong prospecting skills
Ability to build customer relationships through consultative selling
Ability to promote customer confidence in NCR with and through the partner
Ability to drive resources for enablement activities at Sales and SE level
Ability to provide executive alignment with partner stakeholders
Focus on developing new business opportunities and closing new accounts
Ability to penetrate competitive accounts for long-term business relationships
Coordination and collaboration with cross-functional teams (SE organization, product marketing, sales, marketing, operations and legal)
Ability to hold partners and stakeholders accountable to agreed-upon goals

Responsibilities

Support current partners to ensure full market coverage
Maintain revenue forecast and be accountable for funnel development
Present to end users and navigate sales process alongside VARs
Develop and maintain partner business plans and executive relationships
Navigate NCR's corporate structure to solve problems for VARs and end users
Leverage extended team to maximize success
Demonstrate ability to sell software and complex solutions. Position executes the sales process by moving new opportunities successfully through the funnel
Position accountable for building relationships with prospective and competitive customers
Articulates solutions in terms of ROI to the client
Position requires strong prospecting skills, ability to build customer relationships through consultative selling and promoting customer confidence in NCR with and through the partner
Driving resources to provide enablement activities at both the Sales and SE level
Providing executive alignment with partner stakeholders
Must maintain focus on the development of new business opportunities and closing new accounts allowing us to aggressively penetrate competitive accounts leading to long term business relationships
Coordinate and collaborate with cross-functional teams (including SE organization, product marketing, sales, marketing, operations and legal) to deliver a world class experience for the partner
Holding the partners and the stakeholders accountable to agreed upon goals