Vendor Manager - OpenText

Climb Global Solutions•Eatontown, NJ

4d•$80,000 - $120,000•Hybrid

About The Position

The Vendor Manager (VM) is a crucial member of the Climb Channel Solutions sales team, acting as an extension of the vendor at the distribution level. This role is responsible for driving overall vendor sales growth, developing strategies and tactics to increase net new sales within Direct Market Reseller (DMR) accounts, implementing reseller enablement programs, and ensuring outstanding reseller experiences. The VM serves as a trusted advisor to Climb's DMRs across North America and plays a significant part in amplifying key vendor messages within the channel.

Requirements

A proven record of new business growth and VAR recruitment.
A "Need to Win" attitude and the ability to persevere to see sales initiatives through to completion.
A relationship-oriented team player who is comfortable with and gaining commitment across different functional areas at various management levels, both within and outside the organization.
Relevant marketing, selling, and/or technical qualifications, including experience with the technology distribution channel.
Knowledge of and demonstrated ability in core and job-related competencies, including strategic planning/execution, leadership, relationship management, impact and influence, presentation, negotiation, problem-solving, judgment and decision-making.
Exceptional organization, time management, prioritization, and execution skills.
Strong and effective communicator, including verbal and writing skills, as well as good presentation skills.

Nice To Haves

Experience working with technology distribution channels is an asset.

Responsibilities

Building, maintaining, and owning strategic relationships with the vendor.
Serving as a subject matter expert on all vendor products, services, and processes through training/certifications.
Achieving key performance indicators that support vendor objectives for sales growth and reseller recruitment.
Focusing on existing reseller enablement through training programs to increase product knowledge and expand the solution mix.
Developing and maintaining an excellent working knowledge of vendor processes, including partner price methods, deal registrations, up-sell/cross-sell positioning, and best practices around all quote-to-order functions.
Engaging with Vendor field sales teams to align business development activities, understand their needs from a distributor, and ensure collaboration with Climb's field sales team.
Continuously engaging with Climb's top Resellers' sales divisions to educate and promote vendor programs, provide sales support, and assist in closing opportunities, as well as liaising with other vendor departments on behalf of our resellers.
Ensuring that vendor renewal opportunities are quoted 90 days in advance and that a high renewal rate/reseller retention is maintained.
Completing pipeline reports, preparing management forecasts, and managing the end-of-month opportunity watchlist.
Working closely with Climb's Vendor Partner Managers & Marketing team to develop and execute marketing campaigns, taking point on all lead follow-ups.
Identifying and driving the execution of ease-of-doing business initiatives that support reseller satisfaction and business process improvement.
Participating and/or presenting at key Vendor, Reseller, and industry events, seminars, & workshops.
Acting as the central point of contact for all escalations and implementing any required corrective measures.
Monitoring market trends and changes in the technology industry, specifically around the vendor's area of expertise; investigating opportunities to capitalize on emerging trends and high-growth segments.