The Channel Director wins, maintains, and expands relationships with Appgate partners. The Channel Manager is responsible for achieving sales, and partner recruitment objectives.
The role reports to the SVP of Regional Sales LATAM at Appgate.
About the Position
The Channel Manager first and foremost establishes productive, professional relationships with key personnel in key partner accounts. He/she coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations. In addition, he or she will also engage in the following activities:
Work with Appgate regional sales teams to develop a solid plan and process to drive incremental and net new revenue through Appgate partners to Appgate Clients.
Develop a sell-with strategy to enable partner sales resources, define messaging, provide product training and create customized deliverables that meet each partner's specific needs in the market – integrated with their products and services
Develop strategic objectives in all designated strategic partner accounts.
Develop, coordinate and deliver sales training to the partners' sales team including product knowledge and value proposition along with competitive differentiators.
Establish strong relationships based on trust, with partners' executive leadership team
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.
Drives sales through partner organizations to end users in coordination with partner sales resources, direct sales team and SE's.
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.
Leads 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.
Drives adoption of company programs among assigned partners. Proactively recruits new qualifying partners.
Achieves assigned channel quota in designated partner accounts.
Meets assigned expectations for profitability.
Completes partner account plans that meet company standards.
Maintains high partner satisfaction ratings that meet company standards.
Completes required training and development objectives within the assigned time frame.
Enlists the support of the direct sales team members, sales specialists, implementation resources, service resources, and other sales and management resources as needed.
When needed, will works closely with product marketing team to deliver accurate, tailored deliverables needed to align with partner strategy
Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
Experience & Qualifications
Bachelor's degree required
5 - 10 years' experience working for security software provider in Channel Manager capacity
Salesforce experience preferred
