Channel Sales Manager

4 weeks ago

New Delhi, India Hexagon R&D India Full time

The Channel Sales Manager is responsible for identifying, qualifying, and driving opportunities through Channel Partners to successful closes. A complete understanding of industries like General Manufacturing, Infrastructure, Food Packaging, Printing & Packaging, Chemical, Agriculture etc. is required as you position Hexagon EAM to targeted customers and net new opportunities. He/she must be capable of developing executive level relationships and driving Channel sales through opportunity planning, executive involvement and value selling.. They will work extremely closely with the EAM team and Sales VP in the region to ensure that our partnerships are leveraged to source, accelerate, secure and grow Hexagon software and SaaS revenues.

To create new and build existing channels business within the region and provide guidance and direction within assigned partners to maintain focus on scope and build momentum in engagement. To define governance and ensure the relationships meet joint goals and drive Hexagon Business growth. To document joint value propositions and successful GTM plans and to enhance GTM offerings where applicable.


Experience

  • 9-15 years of Asset Management Industry Experience
  • Experience in SAAS, and Cloud Sales
  • Previous experience managing partners with direct knowledge in large technology deals, with special focus on Industrial software used in capital projects and operational facilities.
  • Achieve quarterly business metrics for Channels in your region.
  • Proven directly related experience, progressing to senior level role(s)
  • Business and Account Planning meetings.
  • Engineers Degree or Equivalent


Knowledge and Skills Required


  • Ability to negotiate win/win outcomes between peers and partners alike.
  • Hunter Sales mentality to win new logos
  • Ability to map Hexagon ALI value propositions into a partner's strategic priorities to create compelling events for their sales force.
  • Passion / interest in technology
  • Excellent written and verbal communication skills
  • Able to present information and ideas in a team or individual setting
  • Highly developed, clear concise and compelling communication skills.
  • Strong presentation skills and ability to articulate complex technology simply.
  • Well-developed business acumen and understanding of business strategy.
  • Excellent conflict management skills, with the ability to be fair & firm.
  • Knowledge of the software industry within Enterprise Applications desired.
  • Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel.
  • Excellent relationship and influencing skills.
  • May require up to 50% travel within the region and periodically other regions.


Responsibilities

  • Define and execute a multi-year Channel strategy.
  • Establish meaningful senior executive relationships at industry, market and account level.
  • Work with Hexagon Inside Sales, ADR, Marketing and internal resources to facilitate the execution of joint campaigns.
  • Provide accurate and timely management information based on activities tracing, deal overviews and forecasts
  • Maintain an understanding of Hexagon’s product technology and articulates Hexagon’s products propositions to existing and potential partners.
  • Assist if required in transaction contracts, business practices and deal booking issues
  • Increase the depth and breadth of Hexagon knowledge in the Partner organization and discover new opportunities to develop joint value propositions.
  • Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets.
  • Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to alliances standards.
  • Monitor partners’ business results, making recommendations for improvements to increase penetration.
  • Exceed sales quota – maintain forecast, pipeline, and status updates in CRM system.
  • Work closely with Channel Partner team to ensure successful implementation and customer satisfaction.

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