Channel Sales Manager - EMEA

Channel Sales Manager EMEA

Job Summary

The EMEA Channel Manager is a seasoned channel sales professional and will help Aptean build out a channel organization across the territory. Channel Sales play a critical role in establishing and maintaining Aptean presence in the market.

The EMEA Channel Manager will identify, recruit and operationalize new VAR and systems integrators partner organizations to help expand Aptean’s indirect sales reach within the assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As an Aptean Channel Sales Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Apteans Food & Beverage solutions, work with respective field teams on demand generation initiatives and campaigns, as well as working with direct sales on various Channel oriented opportunities.

Frequent EMEA regional travel is required.

Duties and Responsibilities

• Develop, execute and drive the EMEA Channel and Partner Sales strategy

• Drive revenue streams from new and existing partner relationships

• Drive both new business development and enhance the development of existing partner relationships

• The core tenant for this role is driving new routes to revenue that are identified by channel partners.

• Our strategy is to invest in a strategic geographically spread value-added partners that will make a significant impact to Aptean’s growth and reach in EMEA.

• Take ownership of end-to-end sales delivery and providing on-going partner support

• Collaborate with Sales and Solution Consulting teams to develop innovative strategies highlighting capability with a strong focus on Aptean’s Food and Beverage products

• Contribute to high-level sales strategy development and tactical "boots on the ground" activities

Work Experience

Typically requires a minimum of 8-10 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 6 years’ experience; or equivalent experience. Typical range is 10-13 years.

Knowledge, Skills and Abilities

• Has accomplished level understanding of MicroSoft partner network in more than one area - possesses the ability to connect this knowledge and expertise to recruitment of Microsoft Business Central and F&O resellers

• Partner oriented with proven ability to sell value through a Consultative Selling approach

• Demonstrated ability to understand partner/vendor dynamics and overcome hurdles to close business

• Experience working with the ‘challenger’ sales methodology and supporting tools and applications

• Must be motivated, goal oriented with the proven ability to work with minimal direction and maintain a high level of collaboration across geographical matrix based org.

• Strong communication & presenting skills

• Possesses a high degree of honesty, integrity and ability to maintain confidentiality

• Professional image and interpersonal skills

• Good decision making ability and negotiation skills