Regional Channel Director - Emerging Markets - McAfee - Munich
Job description
This is a key role, which is highly strategic, involving fast paced management & the ability to engage and motivate an existing team with a view to dramatically augmenting our revenue via third party focus in the EMER markets.
Responsible for creating the strategy and executing the plan for our EMER indirect go-to-market program. Targeting and building alliance and channel programmes, organizations and relationships into revenue generating assets and directing all aspects of channel activity from SMB through to Enterprise across the region. You will be expected to maximize channel efficiencies in all market sectors including maintaining and developing the existing channel strategy to gain maximum leverage from the channel.
Specific Responsibilities/Functions
· Strategic ability to create a high level EMER plan for third party channel leverage
· Ensure that planning, budgeting, staffing, performance, and reporting of all related channel sales operations are maintained at an optimal level to allow for the highest levels of customer satisfaction and profitability.
· Experience of accurate reporting & leadership skills at executive level
· Experience of creating quantum leap growth via the channel
· Provide direction and leadership of regional channel teams.
· Ensure development of Channel sales and technical skills in order to maximise sales of existing and new McAfee products.
· Ensure goals and objectives for regional channel teams are met in order to meet corporate objectives for growth.
· Identify and resolve issues that impede the business relationship between McAfee and Channel Partners.
· Consistently over achieve quarterly and annual revenue targets
· Lead the development and implementation of channel sales and market strategy for continued growth of the business
· Develop strategies and tactics and implement them to grow average order values and to shorten sales life-cycle
· Build partner programs for enablement, revenue growth & recruitment
· Develop and deliver accurate sales forecasts in line with business objectives; manage and control sales pipelines, funnel and sales processes, sales reporting (in line with Target Account Selling)
· Work closely with the other functions, locally and internationally to bring the right momentum into the sales process to achieve positive visibility in technical, services and support area in order to support the closing of the deals
· Meet with Channel Partners management to gain objective feedback on areas of operation, and to improve collaboration on company projects
· Support the sales team’s in prospect and customer situations directly and indirectly, when required.
· Manage personnel activities such as: hiring, training, appraisals, awards, discipline etc recommend any actions that may be appropriate.
· Coach, train and motivate the sales team to ensure the consistent achievement of sales objectives.
· Assist in the development of systems and tools to support the growth of the regional Channel business.
· Understand competitive products and pricing strategies to ensure McAfee retain and grow market share.
Qualifications
Experience, Knowledge and Skills
· Have a strong understanding of the EMER Software market, together with a highly developed third party network.
· It’s essential you have experience in Alliance, Channel & Distribution Management within the software industry
· Proven track record in Russia and the Middle East.
· A proven and highly successful track record in creating leverage through a channel structure
· Ability to build a strong team
· Highly motivated and driven towards fiscal goals
· Developing a sales strategy and business plan in line with company goals
· Contacts across alliance, channel and distribution partners
· Extensive experience in selling large complex solution software deals
· Competent and experienced in the application of Target Account Selling (TAS) methodology or other Sales/Business methodologies (Miller Heinman, Powerbase, SPIN, JAWS)
· Previous industry sector experience with software vendors or system integrators
· Extensive understanding of the Channel Market
· Understands how to work with integrity through an indirect sales channel model
· Extensive line and sales management experience of a channel sales team, including hiring, appraisals through to performance management
· Demonstrable experience in sales / sales management / business management including wide exposure to executive level engagement at CxO level
· Demonstrable track record of high value sales.
· Excellent interpersonal skills
· Clear, accurate and concise reporting
· A very strongly results & goal orientated person
· Excellent communication and presentation skills
· In-depth complex sales knowledge
· Executive level negotiations skills
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