Overview
The Channel Development Specialist will be responsible for winning, onboarding, maintaining, and expanding relations with channel partners within an assigned territory. The CM represents the entire range of company products and services to partners in order to achieve partner recruitment and sales objectives.
Responsibilities
The Channel Development Specialist’s responsibilities include:
- Vendor Relationship Management: Develop and nurture relationships with vendors to ensure smooth collaboration and effective service delivery. This includes understanding vendor capabilities, negotiating contracts, and resolving any conflicts that may arise.
- ISV Engagement: Establish and maintain partnerships with ISVs to expand our service offerings and enhance our product ecosystem. This involves identifying potential ISV partners, pitching collaboration opportunities, and facilitating integration processes.
- Strategic Planning: Collaborate with internal teams to develop channel strategies aligned with business objectives. This includes identifying market trends, assessing competitor activities, and recommending adjustments to channel strategies as needed.
- Sales Enablement: Provide support and resources to sales teams to effectively promote vendor services and ISV solutions. This may involve creating sales collateral, conducting training sessions, and participating in client meetings as a subject matter expert.
- Performance Tracking: Monitor and analyze channel performance metrics to evaluate the effectiveness of vendor and ISV partnerships. Use data insights to identify areas for improvement and optimize channel strategies for maximum efficiency and profitability.
- Communication and Coordination: Serve as the primary point of contact for vendors and ISVs, facilitating communication and coordination between internal stakeholders and external partners. Keep all relevant parties informed of key developments and ensure alignment on shared goals and objectives.
- Proactively recruits new qualifying partners.
- Increase the number of service engagements with the channels.
Personality Traits
- A strong commitment to completing tasks on time
- The ability to develop strong relationshipsThe ability to influence and persuade our sales partners to sell our services
- Strong organization skills including planning and prioritization
- Customer service focused—Can turn a negative experience into a positive outcome through the use of empathy, the creation of an action plan to solve the customer problem, and follow through to ensure commitments are met.
- Negotiation skills—can create a positive solution for all parties
- Problem-solving—works to understand the problem thoroughly first.
Job Criteria
- Meets assigned expectations for profitability
- Completes partner account plans that meet company standards
- Manages funnel, forecast, and sales opportunities to meet company standards
- Maintains high partner satisfaction ratings that meet company standards
- Completes required training and development objectives within the assigned time frame
