Channel Account Manager by bos17823


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									Channel/Account Manager
   The Channel Manager is Responsible for maintaining the relationship between the INOVO, it’s
    partners and its clients. The channel manager serves as the primary contact for INOVO’s
    partners, which emphasizes the need for both excellent customer skills and a thorough
    knowledge of the contact centre market and INOVO’s products.

   Forging high-level relationships with Channel Partners, building and maintaining effective working
    relationships with the partners and their clients
   Working with channel partners and internal sales to identify and maximise revenue and new
    product opportunities
   Meeting and growing revenue goals for assigned accounts
   Developing the channel partners based on business plans
   Working towards set quarterly targets, development and retention of new Partners using
    marketing activities
   Accompanying channel partners when visiting customer accounts, ensuring that accounts are
    developed to the fullest and that the complete range of company products and services as well
    as providing and co-ordinating strategic guidance for partners throughout the pre-sales phase
   Making accurate, rapid cost calculations, and providing Partners/Customers with quotations.
   Negotiating the terms of an agreement and closing sales. Negotiating variations in price, delivery
    and specifications with customers and internally.
   Gathering market and customer information and providing feedback on future buying trends.
   Maintaining up to date knowledge and understanding of industry-related and technical
   Ensuring that the channel partners are provided with accurate and timely updates regarding
    development in INOVO’s products and technical enhancements
   Organising Partner sales and technical training to educate, motivate and engage sales people
   Identifying major projects within channel partners and coordinating the company’s activities
    through project management, pre-sales etc.
   Identifying and recruiting new Channel Partners
   Negotiations with clients, suppliers and sub-contractors.
   Product/Solution presentations and value proposition to prospective Partners/Channels/Clients
    and to the existing strategic customer base.
   Internal marketing of products, product training and customer events.

   Tertiary qualification in: Business, IT fields, engineering fields - Although academic qualifications
    are less important than sales attitude, experience and ability a technical and/or business degree
    would be an advantage.
   Experience – 3 to 5 years Account/Channel management experience in solution/services
    sales/account management and/or presales of technology solutions in the call centre or related
    industries. (Experience is everything!)
Key Competencies:
   Strong commercial awareness.
   A confident and determined approach.
   A high degree of self-motivation and drive.
   The ability to work both independently and as part of a team.
   The capacity to flourish in a competitive environment.
   Excellent Interpersonal skills and the ability to interact with people at all level
   Ability to cope with deadlines and pressure.
   Ability to write exceptional proposals
   Good administration skills, accuracy and attention to detail
   Demonstrate strong organizational skills –Prioritize and multi-task
   Exceptional Conflict management skills.
   Ability to deliver within agreed deadlines, budget and under pressure.
   Skilled problem solving and analytical techniques
   Team worker, Capable of mentorship & knowledge transfer

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