Title: Channel Sales Manager
Job Description: Indirect Channel Account Manager.
Experience: 10+ Years
Location: Sydney / Melbourne
General Summary:
The Indirect Channel Account Manager Role is to drive growth in the indirect channel route
to market and ultimately help grow Itrons share and presence in developing markets.
As the Indirect Channel Account Manager has a critical role in driving the success of the
overall Channel Strategy for ANZP. This team member’s key responsibilities include
strategic planning for the sustainable growth of the indirect Channel across ANZPI,
collaborating with key stakeholders across the region to define the right partner strategy
and ensuring the success of the partner program.
Additionally, this role will be responsible for coordinating cross functional engagement
across core functional teams in Marketing, Sales, PBU’s, IT, Legal, procurement and the
ANZPI regional teams in support of the strategy.
Principal Accountabilities:
Lead the ANZPI Indirect Channel Strategy
Reporting into the Director of Sales ANZPI, responsible for developing the overall strategy to
drive growth in the indirect channel route to market in ANZPI
Collaborating closely with the ANZPI salesl leaders, define indirect channel strategic goals,
driving regional growth across all partners engaged in the partner program.
Drive partner engagement in support of Itrons industry leading device solutions, network
solutions and outcome solutions portfolios
Drive the ANZPI partner strategy
Build partner profiles of each partner and determine the capacity plan. per region per
country.
Be a leader in understanding partners transformations and aligning Itrons technology
portfolio to help grow the business.
Gain a deep understanding of partner profitability and what motivates their revenue
contributions.
Support long term strategic planning globally.
Support the development of a strategy definition process and associated phasing
Provide a mechanism to gain regular input from partners, internal teams and executives
across ANZPI.
Support the planning and management and logistics of working strategy sessions.
Drive continuous improvement of process and policy across critical areas of the partner
lifecycle.
Onboarding, vetting, developing, enabling, supporting and offboarding.
Opportunity management and rules of engagement policy development and enforcement
Partner business model development through regular engagement with high potential
partners
What success looks like:
Indirect sales growth YoY
Achieve Budget targets
Increasing percentage of business via the Channel compared to the Direct business
Double digit growth in Networks and Outcomes Solutions sold via the channel
Deployment of the Partner program with all active partners enrolled
Growth of pipeline opportunities via indirect and the channel - need to establish use of
SFDC and define a baseline.
Improve customer success metrics by delivering a channel that can enable success
**Skills & Expectations**:
Solid Leadership skills with the ability to make the right decisions that represent the ANZPI
region
Strong communication and executive presentation skills with the ability to represent the
Channel Strategy & Program across the company
An effective team player and cross-functional contributor with strong command skills and
drive for results
Have the ability to lead cross functional teams and drive the strategy and program
Ability to ramp effectively and take ownership during ambiguous and time sensitive
situations
Have a curiosity about you that allows you to get the best out of cross functional team
members.
Be a good coordinator and have the ability to take a lot of complex tasks and build effective
plans in support of the channel strategy.
Recognize the need and determine travel plans to collaborate with partners. Prepare to
travel up to 50% at times during project or program launches.
Itron enables utilities and cities to safely, securely and reliably deliver critical infrastructure solutions. We provide smart networks, software, services, meters, and sensors to better manage electricity, gas, water and city services. We are dedicated to creating a more resourceful world.
📌 Channel Sales Manager
🏢 Itron
📍 Sydney