Role details

Channel Sales Manager - Alliances

London   •  Permanent

Bullet points

  • VC-backed tech start-up in Speech Recognition & Artificial Intelligence
  • Channel Partner Business Sales Manager to sell into Alliance Partners

About Our Client

Our client is a world leader in the application of Machine Learning and Artificial Intelligence to Speech Recognition. Their research and development in speech technology are at the leading edge of advances in this critical space, and they are proving through customer test after test that they are a generation ahead in terms of accuracy and efficiency. They are on an aggressive growth path now seeking to commercialise their cloud and on-premise speech recognition system.

Job Description

  • Develop and communicate a clear and concise Channel Partner Strategy for your assigned vertical and geography (systems integrators, consultancies)
  • Develop individual partner business plans which outline KPIs, goals and activities to drive growth and success.
  • Prepare and lead strategic partner quarterly business reviews.
  • Collaborate with partners to identify and understand sales opportunities, awareness and drive sales pipelines.
  • Evangelise company's vision, portfolio and value propositions with defined strategic partners.
  • Responsible for driving revenue with partner.
  • Identify next generation partners able to embed IP into their Managed Services.
  • Establish or refine current programs and contracts that provide partner's ability to resell IP, garner influence and adopt technology.
  • Orchestration of engagement between the company and partner sales force.
  • Facilitate relationships between the company marketing on shared partner initiatives.
  • Represent the company at partner sales and technical events.

The Successful Applicant

  • Several years of sales experience, in either direct, partner, tech sales or alliance management roles. This person will be sales driven and must have carried a quota. Proven track record exceeding quota on a regular basis.
  • Have an applied understanding of CHAMP management process or similar.
  • Possess significant contacts within the partner community
  • Strong demonstrated expertise in creating, executing on, and driving solutions selling for application and infrastructure software, especially in the context of strategic partnerships.
  • Proven ability to recognise, analyse, and take action on go to market approaches, joint value propositions, and business cases around strategic partnerships.
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.
  • Strong business acumen and negotiation abilities.
  • Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organisations, and structuring approaches to new opportunities.
  • Documented successful performance in a high energy, fast-paced start-up environment.
  • He or she will often be the sole representative physically present at meetings with the partner. He or she should be an accomplished presenter of sales and technical material to both small and large groups. The ability to present extemporaneously is a must.
  • Familiarity with a broad range of application and infrastructure software & hardware is desirable.
  • Formal educational qualifications are secondary to experience and provable results.

What's on Offer

Competitive salary, commission and stock options.

Apply for this job

Click the Apply or LinkedIn button below or contact Kirsten Hanafee on +44 207 269 2311 quoting job reference 13744277
As you are using an Apple iOS device we are unable to offer you the CV upload function. Please apply with your Linkedin profile below or contact Kirsten Hanafee on +44 207 269 2311 quoting job reference 13744277