Channel Manager

ECI Software Solutions

About The Position

ECI is seeking a motivated results-oriented, National Channel Sales Manager. A strategic hunter hungry for generating new greenfield opportunities within the APAC region while maintaining current relationships. You will play a pivotal role in driving and growing our channel network exponentially by strengthening partnerships, developing new channels, and crushing annual quota. This position is focused on Business Intelligence (BI), Workflow Automation, and Data Collection & Reporting technologies, selling software-based solutions to partners and resellers within the APAC region. You will help educate the market about ECIs unique ability to transform an organization's efficiency with unique real-time insights and reporting tools into their most complex problems. Embrace value-based selling techniques and thrive in developing positive business outcomes. Our focus is quality of interactions and strength in relationships, not quantity. Strive to bring value to your selling motion and ensuring your customers are well-positioned to obtain a rapid time to value on their investment. Possess a strong understanding of the Challenger Sale, solution selling, and MEDDPICC principles. Natural ability to accurately forecast sales activity and successfully use Sales and CRM tools to close deals. To thrive in this role, you keep up with industry trends, create massive action, and have a passion for transforming customer relationships. If you get excited about the future of sales technology, BI, workflow process automation, Software as a Service (SaaS), and solving complex C-suite and Board-level revenue problems in a fast-paced, hyper-growth environment, then join us at ECI! We have an award-winning company culture, based on employee feedback and are extremely proud to earn this award year over year. Experience the best of both worlds; encounter the dynamic feel and energy of a start-up coupled with a long and tenured record of success among a large & expansive base of customers. Come be an integral part of our diverse organization. Do not miss the opportunity to make your mark in developing a sales channel of great strategic significance.

Requirements

Minimum 5 years experience selling software-based solutions focused on data collection and BI/Analytics into channels and managing partners/resellers.
Possess a demonstrated track record of success building and managing a pipeline and closing new business/achieving quota.
Coachable attitude.
Expertise in developing integrated technology-enabled business transformation propositions with supporting business cases.
Ability to work effectively across a variety of internal and external stakeholders.
Solid consultative sales experience, possess an in-depth understanding of business operations and workflow analysis, BI, process automation and alerting, data collection and reporting, and SaaS solutions.
Manage key client stakeholders and maintain effective partnerships.
Ability to effectively manage CxO and Board level relationships.
Highly developed verbal and written communication skills, develop and deliver high-quality product and sales presentations.
Demonstrates resilience, perseverance, learning mindset, tolerance to ambiguity, and possess a winning attitude despite challenges.
Excellent written and verbal communication to conduct business with executive level prospects.

Responsibilities

Conduct meetings and product demonstrations via remote sessions and in-person.
Identify, recruit and onboard new channel partners and resellers.
Build a pipeline and close net-new business through established channels.
Actively prospect and build a pipeline of new customers.
Lead the development of key deliverables such as proposals, SoWs, contracts, presentation materials, etc.
Lead client negotiations.
Manage sales activities of channel and reseller partners to generate revenue.
Provide leadership in the transition to delivery.
Coordinate with channel partners to create and execute business plans to meet sales goals.
Evaluate channel sales performance, recommend improvements and new verticals.
Educate channel about product portfolio and complimentary services offered.
Develop process improvements to optimize channel partner management activities.
Educate accounts on solution functionality, operation, and Tier I level support.
Some travel for trade shows or in-person meetings (~30%).