MSP Channel Development Manager (Reading, United Kingdom)

MSP Channel Development Manager (Reading, United Kingdom)

This client offers the chance for hybrid working and advocates for a flexible balance between office and home working.  Berkshire candidates preferable but applicants from further afield will be considered within reason because travel to the office will be required.

Our client is a cloud based Data Management and Protection SaaS solution provider based in Reading.  Their pioneering cloud data management solutions provide real-time data streaming across any devices, eliminating down time and the need for physical backup devices.

Our client is now looking for a high-achieving, highly motivated and results-orientated professional who wants to join this global effort as an MSP Channel Development Manager aka. Partner Acquisition Manager.

Role Purpose

To generate new business opportunities for our company through the acquisition of new Channel Partners addressing all markets across all sectors.

Responsibilities

• Acquire new Channel Partners and where possible agree at the point of onboarding projected sales revenue, channel sales profitability and new customer opportunities the Partner represents.
• Understand the Partners marketplace, value proposition and company objectives to ensure that the company offering aligns and can offer demonstrable value to the customers and therefore to the Partner.
• Ensure you have a clear understanding of the decision-making unit and the value that our client will represent to each of the stakeholders.
• Set the expectation regarding the development of channel sales plans that will be agreed with the Channel Partner including strategies for building/maintaining an accurate sales pipeline and moving opportunities through the sales cycle
• Effective and accurate sales forecasts for each of the channel partners in terms of initial onboarding, initial value and projected revenue opportunity thereafter.
• Work closely with marketing to develop and execute lead generation initiates
• Work closely with the sales team to execute a smooth transition to the enablement team and Technical Account Manager where applicable.
• Introduce the Partner Programme and our client marketplace as the basis for engagement to ensure expectations and value of the company are set correctly from the outset.,
• Monitor customer, market and competitor activities and provide feedback to marketing to ensure that our client is represented at all levels to new Partners and prospects and that their objectives, brand, product set and value proposition is accurately represented in the market
• Record data about prospect and sales engagements within the data capture systems accurately – specifically CRM
• Ensure timely communication with prospects and clients to ensure a high opportunity conversion rate.

Qualifications

• Demonstrable experience in MSP channel sales/SaaS
• A tenacious, professional, accountable, hands-on self-starter able to act on own initiative with drive and determination
• Results driven with a track record of acquiring profitable and engaged Partners with a strong record of growth once onboarded.
• Track record of meeting monthly goals regarding acquiring new business, preferably Channel partners, but end user experience that could be transferable to Partners is valuable
• Strong interpersonal skills to quickly develop internal and external working relationships
• Strong communication and presentation skills
• Confident, tact and a persuasive manner
• Good spoken and written communication skills
• Good organisational and time management skills
• Ability to network effectively within a range of accounts, at all levels, including senior decision makers/stakeholders.
• Ability to identify existing problems within a prospect that can be leveraged to improve the motivation for a Partner to promote our client.
• Ability to quickly ascertain customers’ business objectives/goals and position our client’s value in contributing to these goals
• A willingness to travel nationally (and occasionally internationally)