Channel Sales Manager II

Vertex Inc.•King of Prussia, PA

About The Position

This position is responsible for driving the strategic relationship with a select group of technology and SI partners and achieving corresponding financial targets. The Channel Sales Manager will carry a quota, as well as be fully responsible for driving strategic initiatives with the targeted Partners. The Channel Sales Manager is the subject matter expert and will drive awareness of Vertex across the identified partner organizations, including Sales, Pre-Sales, Marketing, and Executive Leadership. This role manages and builds relationships within Oracle and the Oracle Partner Network. ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES: Drive new leads and manage opportunities to closure for Vertex solutions through identified Channel/Alliance Partners and with Vertex Sales. Develop and grow the Vertex business and strategic relationships with the defined partner ecosystem, by selling with and influencing Oracle implementations for the Enterprise and mid-market customer segment. Execute a partner capacity plan and recruit targeted partners based on identified market requirements. Execute joint business plans with strategic partners and implement a Quarterly Business Review cadence to implement and adapt to market and business demands. Manage all aspects of the partner journey including: enablement, engagement, demand generation, support, services, and customer retention. Manage leads, opportunities, and pipeline to provide accurate forecasting. Participate in industry and partner events (User Groups, Associations, etc). Partner internally across the Vertex organization to drive collaboration and partner objectives and metrics 20 - 30% travel. KNOWLEDGE, SKILLS, AND ABILITIES: Proven track record of achieving revenue quotas and goals. Demonstrated ability to manage and grow all aspects of strategic partnerships with channel partners in the Oracle ecosystem. Demonstrated consultative sales, business development, and negotiation skills with a results-oriented approach to meet and exceed financial goals. Excellent interpersonal and communication skills, both verbal and written. Strong organizational skills to meet both short and long-term goals. Self-motivated, accountable, with a strong sense of team collaboration. Demonstrated success working within a matrix organization. Significant knowledge of Oracle offerings and technologies. Knowledge of tax software industry preferred. EDUCATION AND TRAINING: Bachelor’s Degree required. Minimum eight years of experience managing revenue targets and relationships with Channel Partners in the Oracle partner ecosystem. OTHER QUALIFICATIONS: The Winning Way behaviors that all Vertex employees need to meet the expectations of each other, our customers, and our partners. Communicate with Clarity - Be clear, concise, and actionable. Be relentlessly constructive. Seek and provide meaningful feedback. Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough. Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results. Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes. Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context; if you’re unsure, ask. Demonstrate unwavering support for decisions. COMMENTS: The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time. Pay Transparency Statement: US Base Salary Range: $99,400.00 - $129,200.00 Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs. The range displayed does not encompass the full potential of the role, which allows for further growth and career progression. In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants. Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs. In no case will your pay fall below applicable local minimum wage requirements. Join our Talent Community to stay updated on the latest job opportunities, news, and events tailored to your career interests. Vertex is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you'd like to view a copy of the company's affirmative action plan, please email [email protected]. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact 610-640-4200 or [email protected]. This telephone line and email address is reserved solely for job seekers with disabilities requesting accessibility assistance or an accommodation in the job application process. Please do not call about the status of your job application if you do not require accessibility assistance or an accommodation. Messages left for other purposes, such as following up on an application or non-disability related technical issues, will not receive a response.

Requirements

Proven track record of achieving revenue quotas and goals.
Demonstrated ability to manage and grow all aspects of strategic partnerships with channel partners in the Oracle ecosystem.
Demonstrated consultative sales, business development, and negotiation skills with a results-oriented approach to meet and exceed financial goals.
Excellent interpersonal and communication skills, both verbal and written.
Strong organizational skills to meet both short and long-term goals.
Self-motivated, accountable, with a strong sense of team collaboration.
Demonstrated success working within a matrix organization.
Significant knowledge of Oracle offerings and technologies.
Bachelor’s Degree required.
Minimum eight years of experience managing revenue targets and relationships with Channel Partners in the Oracle partner ecosystem.

Nice To Haves

Knowledge of tax software industry preferred.

Responsibilities

Drive new leads and manage opportunities to closure for Vertex solutions through identified Channel/Alliance Partners and with Vertex Sales.
Develop and grow the Vertex business and strategic relationships with the defined partner ecosystem, by selling with and influencing Oracle implementations for the Enterprise and mid-market customer segment.
Execute a partner capacity plan and recruit targeted partners based on identified market requirements.
Execute joint business plans with strategic partners and implement a Quarterly Business Review cadence to implement and adapt to market and business demands.
Manage all aspects of the partner journey including: enablement, engagement, demand generation, support, services, and customer retention.
Manage leads, opportunities, and pipeline to provide accurate forecasting.
Participate in industry and partner events (User Groups, Associations, etc).
Partner internally across the Vertex organization to drive collaboration and partner objectives and metrics
20 - 30% travel.

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