Channel Account Manager

Reading, UK
19 Aug 2019
07 Sep 2019
Contract Type
Full Time
Position: Channel Account Manager
Salary: Negotiable (DOE)
Location: Reading, Berkshire (travel required)
Job Type: Permanent

This company are disrupting the world of data management. Data is growing exponentially and it's on the move. Whether your data is on-premise, hybrid or in the cloud, their pioneering InstantData, provides on-demand access, allowing you to stream data in real-time to any device, making downtime a thing of the past.

Backup, Recovery and Archiving can be managed through a single web-based control centre, empowering IT departments whilst reducing costs, simplifying deployment and billing, improving security and compliance and providing borderless visibility of your entire data estate.

Their software means expensive Disaster Recovery solutions become a thing of the past, and their search and insight tools enable organisations to search and action the entirety of their data as well as monitor their usage through a single view, at any time, on any device.

As a private equity backed UK-based software vendor, with global aspirations, they operate in a fantastic, fast growing market. This is a wonderful and exciting opportunity for a high- achieving, highly motivated and results orientated professional who wants to spend the next few years driving significant growth in the UK market.


The primary purpose of this role is to generate new business opportunities for the company within the Internet Solutions account and new direct sales.

Main Tasks and Responsibilities
  • Projection and execution of sales revenue, channel sales profitability and new customer acquisition goals
  • Develop channel sales plans and strategies for building/maintaining an accurate sales pipeline and moving opportunities through the sales cycle
  • Effective and accurate sales forecasts for each of the channel partners
  • Work closely with marketing to develop and execute lead generation initiates
  • Work closely with the sales team, leading the day-today channel sales activities. You will be expected to supervise the internal sales team - encouraging them to drive additional sales into existing partners, whilst finding new reseller clients.
  • Monitor customer, market and competitor activities and provide feedback to marketing Identify and develop up-sell/cross-sell opportunities of other services into existing/new accounts within the channel
  • Maintain an active, intimate relationship with the Channel at all levels and gain a full understanding of their business, including back-office processes, sales and marketing plans and internal support mechanisms
  • Ensure that the company is represented at all levels to new customers and that our objectives, brand, product set and value proposition business is accurately represented in the market
  • Record data about existing and potential clients within the data capture systems accurately - specifically CRM
  • Make call backs and follow up calls to prospects and clients to ensure a high opportunity conversion rate (make use of the channel sales assistants)

Skills, Knowledge, Qualifications
  • A professional, accountable, self-starter able to act on own initiative with drive and determination
  • Track record of retaining business and nurturing growth within key accounts
  • Good spoken and written communication skills
  • Good organisational and time management skills
  • Track record of meeting monthly goals
  • Strong interpersonal skills to quickly develop internal and external working relationships
  • Strong communication and presentation skills
  • Confident, tact and a persuasive manner
  • Ability to network effectively within a range of accounts, at all levels, including senior decision makers
  • Ability to identify problems in account base and work with internal teams to resolve
  • Ability to quickly ascertain customers' business objectives/goals
  • A willingness to travel nationally (and occasionally internationally)

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