Channel Sales Manager
Oregon Systems
Total years of experience :18 years, 3 Months
Recruit, train and develop new and existing Partners through product
trainings, sales enablement trainings, marketing & collateral support, direct sales support, and quoting/solution development
Create, streamline and improve scaling abilities through Distribution Partners to increase the reach of active Partners transacting to result in
sales growth.
Creating and driving a channel value proposition to Partners.
Further enhance existing partners by conducting on-going trainings for multiple roles within the partner organization in order to uncover new
prospects and existing cross-sell opportunities.
Act as liaison and influencer between multiple departments and META regions, both within intermedia and partner organizations including
Sales, Finance, Support, Customer Service, Operations and Senior Management to align go-to-market strategies and activities to meet and
exceed business objectives.
Strategic engagements with local and Global System Integrators, MSP’s and MSSP’s and collaboratively building route to markets.
Manage projects between technical and integration teams to prepare & oversee API integration with platforms & billing systems to implement
compatibility to cloud sales platforms.
Consistent with cadence and follow through - QBR’s, Channel sales and activity performance measurement, tracking and sharing.
Accomplished a strong record of building ecosystems, driving sales, building marketing engines, developing global partnerships, landing
strategic transformation, and setting up operational frameworks to achieve business goals
International Sales Specialist to drive ITB2B incremental revenue growth through sales within Commercial/mid-market territories.
Currently handling Gemalto, Tripwire, Boldon James, Seclore, Firemon, Cylance, Ivanti, Fidelis, Cofense, Core Security
Partner engagement and relationships
Internal/external contacts primarily with existing or prospective customers, partners, Account Teams, Direct Manager
Driving revenue through both new business opportunity and through selling deeper and wider into existing accounts
Sells the organization’s products and/or services to, and maintains relationships with mid-market accounts within defined territory or vertical market
Competitive Positioning
Responsible for expanding and retaining accounts while ensuring ongoing customer service
Maintains and develops relationship with accounts within territory/vertical
Responds to customer requests and is accountable through to closure
Proactively builds, qualifies and manages pipeline.
Provides accurate weekly/monthly forecasting.
Responsible for meeting/over achieving assigned team and Managed Revenue quota.
Collaborates with Channel partners both internally and externally.
Accountable for closing revenue deals.
Assesses competitors by analyzing and summarizing competitor information and trends; identifying sales opportunities.
Develops sales opportunities by researching and identifying potential accounts; soliciting new accounts; building rapport; providing technical information and explanations; preparing quotations.
Closes new accounts by answering telephone, fax, and e-mail inquiries; verifying and entering information.
Fills orders by transferring orders to fulfillment; communicating expected delivery date; explaining stock-outs.
Develops accounts by checking customer's buying history; suggesting related and new items; explaining technical features.
Updates knowledge by studying new product descriptions; participating in educational opportunities.
Security Systems supplier & solution provider working on assigned territories across the Middle East.
Leading a Team in Dubai Branch.
Managed Entire Product Portfolio of both IT Security and Hardware brands; creating product road-map and go-to-market strategies for re-sellers product
Worked with principle brands like Gemalto, Tripwire, Sonicwall, Cylance, Fidelis, Cofenses, Boldon James, Firemon, Seclore, Core Security, Cisco etc., for accurate production positioning, deal protection and maximizing gross profit.
Handling Top-Most ACVS (Access Control & Video Surveillance Products)
Work Effectively with business partners, consultants & dealers in security systems segment along with IT infrastructure.
Developed long-term partnerships with clients; created a seamless platform for the supplying brands and distributors to provide the most competitive prices, support solutions, and productivity matrices.
Recommend, Design & Quote security solutions that meet/exceed client
needs. Responsible to develop product bundles and suitable offer price points to craft a competitive advantage.
Working effectively to reach the budgeted monthly sales target.
Marketing for the product by conducting presentations, participating in exhibitions, responsible for digital marketing. Participate in customer visits, international exhibitions & technical discussions/training.
Provide regular feedback on customers technical requirements & complaints.
Cultivating strong Business Relationships and develop a rapport with customers in order to convert inquiries into orders.
Responsible for RFQ/RFP/RFI to be sent to prospective clients.
Held accountability for portfolio management encompassing portfolio health monitoring, yields, repayments and customer servicing.
Achieved efficiencies in sales planning (Corporate & HNI), including reviewing existing customer database to identify sales
opportunities.
Took fundamental role in generating trade and FOREX income through existing and new-to-company relationships.
Spearheaded a team of 25 Relationship Managers, planned and prepared work schedules and assigned employees to specific areas.
Applied sharp analytical abilities in risk analysis/risk management.
Effectively managed complete sales cycle from establishing strong relations with clients, identifying requirements, providing product presentation and through to closing sales.
Exhibited outstanding expertise in relationship management while managing diverse corporate relationships from retail, oil & gas, contracting, real estate, services, media, healthcare, trading and other sectors.
Dexterously produced file notes after any client meetings, summarized any additional actions required, including follow-up calls.
Exercised utmost care to ensure compliance with legal requirements, industry regulations, organizational policies and professional
codes.
Demonstrated cross-functional leadership and work direction in managing the team - briefing the team every morning and understanding the basic issues, escalating the issues if required to management, liaising with training team for training requirement of new joiners.
Undertook responsibilities of account development and management with direct customer contact, establishing executive
relationships within client base, communicating product offerings and business strategies, creating demand and leading customer discussions to advance the sales process.
Responsible for leading a team in store to achieve company budget and business plans.
Judiciously handled Multiple Multi Brand Stores & Mono Brand boutiques (MBO & EBO) while reporting directly to a Retail
Operations Manager.
Ensures the Implementation of VM standards and SOP adherence.
Support the team and staff during various Audits across the store.
Manage Inventory management and shrinkage monitoring.
Drive the Team towards excellence & achievement of the set goals.
Developed plan to implement principle guidelines and protocols in time and share feedback for further improvements.
Coordinated with Brand team of each brand for sharing feedback of each brand sell throw and further opportunity/pricing based on
competition.
Displayed credentials in managing inventory to ensure the right product and right time at the right place by working on sell throw
analysis for each store.
Credited for controlling shrinkage and stock loss by 0.05% for store by implementing standard practices -perpetual weekly &
monthly count.
Actively engaged in recruiting store manager, sales associates and VM as per company standards.
Achieved milestone in managing financial of each store, ensuring store profitability by managing expenses.
• Transaction monitoring, Providing feedback
• Worked for Sony Online Entertainment US Campaign.
• Top performer for 8 months continuously.
• Handling customer queries efficiently.
• Analyzing process performance and identifying Process defect and Potential threats to process quality
• Interaction with Board and client as per there visit to the company.
Retail Management
Bachelors degree