FI Channel Sales Manager
About The Position
The FI Channel Sales Manager manages relationships with existing distributors and cultivates relationships with new value-added resellers (VARs) to expand market coverage in underrepresented geographies. The role requires understanding financial institutions’ purchase decision processes for ATMs and related products. The manager educates distributors and end users on the company’s value proposition and coordinates with internal resources to identify sales opportunities and guide them through the sales process. The position carries a revenue quota, and success is measured by consistently meeting or exceeding quarterly revenue targets. The role involves developing and executing territorial sales strategies and plans, managing partner relationships and compliance, creating sales and marketing plans, identifying channel growth opportunities, and supporting partner sales to end users. The manager also coordinates with internal teams, resolves potential channel conflicts through communication and adherence to engagement rules, and provides regular progress reports and partner prospect updates for equipment forecasting. The job involves talking and listening, frequent sitting and use of hands and fingers, and occasional standing, walking, reaching, climbing or balancing, and stooping, kneeling, crouching, or crawling. Close vision is required. The work environment may occasionally include moving mechanical parts and vehicles; noise is usually quiet to moderate, with average employee traffic through the work area.
Requirements
- 2–4 years of sales and/or business development experience.
- Demonstrated record of achievement in a prior banking or similar sales position.
- Strong closing skills and excellent communication and negotiation skills.
- Proven oral, written, telephone, and presentation skills, and strong interpersonal skills.
- Ability to learn and retain product-specific information and use it to position product features and benefits to customers.
- Strong track record of overachievement against assigned quota.
- Proven success selling high-value conceptual services to retail or financial executives.
- Ability to find and close new business against industry competitors, overcome resistance to change, and develop advisor-based relationships.
Nice To Haves
- Bachelor’s degree in business administration, communications, or a related field.
- Salesforce experience and proficiency with Microsoft Office.
Responsibilities
- Define and execute a territorial sales strategy to meet regional sales and margin targets.
- Develop a territory sales plan and prospect new opportunities in target markets to promote the full product line.
- Manage existing distributor relationships.
- Ensure partners comply with partner agreements.
- Develop and execute sales and marketing plans to increase brand awareness and create product demand.
- Identify market opportunities and growth areas within sales channels.
- Educate, motivate, and empower distributors to compete and win.
- Act as liaison between distributors and internal cross-functional teams.
- Proactively assess, clarify, and validate partner needs on an ongoing basis.
- Assist with sales through partner organizations to end users, coordinating with partner sales resources.
- Manage potential channel conflict with other company sales channels through strong internal and external communication and adherence to channel rules of engagement.
- Complete weekly, monthly, and annual reports for management review of progress.
- Maintain and update an online program of each partner sales prospect for equipment forecasting.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
