Job Summary
Responsible for developing and closing opportunities across a defined list of partners and within a targeted geographic region. The candidate will be partner focused, and will excel in this dynamic role, while leveraging a team of inside sales and sales engineers to support growth of their partner list and region. Will be responsible for opportunities which will be identified either through key partners or escalated from Inside Sales or part of new customer or partner acquisition activity. Will work with partners to break into end-user accounts or verticals by winning mindshare & executing a win/win sales strategy. The emphasis will be on expanding Allied Telesis, Inc.'s footprint within the reseller partner and region by leveraging specific sales play book & eco-system partners.
Primary Responsibilities
* Work well in a matrixed environment, building a virtual team to drive success of their partner list and within a defined region (geographical or vertical).
* Focus on developing focus verticals with a plan to penetrate these with partners.
* Will work with marketing, SEs, and inside sales to create a consistent cadence to drive partner-led demand generation and call campaigns with strong opportunity management skills.
* Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management.
* Responsible for building 3 Month, 6 Month and 9 Month pipelines.
* Engage resources, including other BU's to drive sales success.
* Provide accurate and timely forecasts to sales management.
* Coordinates and lead members of virtual account teams: SEs, Managers, Insides Sales, Strategic Account Managers, PLM, etc.
Education / Training
Bachelor's Degree
MBA Preferred
Experience, Skills & Abilities
* Minimum 3-5 years' experience in networking/IT and channel/partner sales
* Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers and Economic Buyers; Relationship management skills that translate into identifying decision-makers and influencers.
* Referenceable track record of successful sales experience within region & networking/IT solutions
* Strong track record of driving sales through channel partners in the Networking and/or Telecommunications industry
* Experience developing sales strategies, preparing proposals and quotes and presenting networking products
* Broad-based technological awareness in the internetworking industry, complemented by knowledge of data networking concepts, with specific skills in the area of wireless, routing and switching
* Excellent communication skills, both written and oral
* Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
* Creative innovator who is a proactive team player, with a proven track record working in matrixed environments
* Excellent business acumen
* Good relationship building and consultative skills
* Ability to prioritize in a dynamic, changing environment
Physical Demands / Work Environment
* Normal office environment with moderate noise level, occasional lifting of up to 25 lbs., regular walking, sitting, bending, twisting, standing and reaching.
* Ability to perform consistent work on a PC.
* Ability to travel up to 75% within a geographic region
Interactions
This position primarily interacts with the following internal departments:
* Sales
* Marketing
* Management
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