Channel Sales Manager
ESET MIDDLE EAST
مجموع سنوات الخبرة :15 years, 7 أشهر
Handling Channel Sales Management for ESET Business Products, StorageCraft Backup & DR Solution across UAE Region for New Business.
•Setting up new channel partners and overseeing the on-boarding process.
•Working closely with sales teams within the channel partner to train & advise.
•Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
•Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
•Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
•Sells through partner organizations to end users in coordination with partner sales resources.
•Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
•Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
•Ensures partner compliance with partner agreements.
•Monthly Sales Trainings for both New & Existing partners on ESET Business Products.
•Kept channel partners up to date with product news and offers on a monthly basis to maintain corporate awareness.
•Regular usage of Sugar CRM on opportunities, Partner & End User Meetings.
•Reporting to General Manager on Market needs and demands and suggesting Sales, Promotions and Marketing Plan for Each Quarter.
Responsible for IT Security products like GFI Security Products and Kaspersky Corporate Anti-virus solutions in UAE, Kuwait, Bahrain, Yemen and Egypt Countries.
•Organizing Roadshows (Partner and End-user) for GFI & Kaspersky Products for assigned Countries.
•Partner Training on Kaspersky Products. And Designing Roadmaps for Channel partners.
•Assigning and maintaining Pipeline for Channel Partners and weekly submitting to vendors and continuously follow-up on each pipeline lead.
•Generating Enterprise Leads and closing it through channel partners.
Managed Gulf Region spanning 5 countries for IT Security products like Kaspersky Anti-Virus, WatchGuard and Acunetix WVS Software.
•Recognized for developing new territory plan and strategy to focus on IT Security products for Education, Banking and real estate industry.
•Manage VAR program and launched incentive program for sales representatives to top partners.
•Creating, implementing and overseeing various aspects of a sales process from campaign management, lead management, web marketing, database marketing, pre-sales, account management, post-sales and support.
•Providing channel partners with product knowledge and helping them in the sales process, Exploring new business and cross selling.
•Regular interaction with Technical team in guiding best solution to customer based on their requirement.
•Key Achievements:
•Increase Qualified pipeline opportunities by 60%
•Grew revenues by 140% in last 1year.
•Increase presence in GCC Region.
PROFESSIONAL EXPERIENCE2
PROFESSIONAL EXPERIENCE2
Handled products like Cyberaom UTM Firewall appliance, Kaspersky Corporate Anti-virus solutions in GCC Region.
•Designing Business model for different level of channel partners and helping them in focusing different segments in the industry to generate leads for possible sales.
•Maintaining the pipeline, developing concrete business plans & strategy, classifying tangible offerings of Kaspersky, achieving the yearly targets and generating pipeline for the current year.
•Value presentation preparation - prepare sales pitch and presentation (ppt) based on customer requirements, using ComGuard Capabilities & offering, market analysis and segmentation.
•Constant interaction with channel partners for maintaining company’s existing relationship and help them in generating new business by performing different activities like events, trainings and marketing.
•Analyzing each month sales to develop new strategies which would generate more business.
•Intelligence gathering on customers and competitors.
•Updating all Sales, Marketing activities in CRM.
courses: Cyberoam Certified Network and Security professional (CCNSP).