Head of Channel Accounts - IT / MSP / ISP

Recruiter
Guru Careers
Location
Central London
Salary
£40000 - £50000 Per Annum (OTE £60-70k) + Benefits
Posted
03 Oct 2018
Closes
31 Oct 2018
Ref
CD-GCE2809A
Contact
Chris Downes
Contract Type
Permanent
Hours
Full Time

Head of Channel Accounts - IT / MSP / ISP

We are working with an amazing, growing technology business based in trendy Shoreditch and they are growing fast. They are now on the hunt for that gem of a Head of Channel Accounts (IT, MSP, ISP) to manage the delivery of technical solutions to their channel partnership base in a structured and professional manner.

Our clients core solution areas are Wireless Leased Lines, Fibre, Cloud, Telephony and VoIP, so any experience in these area's or the ability to understand it quickly would be beneficial.

The Head of Channel Accounts (IT, MSP, ISP) will manage the relationships between our client and their growing channel partnership base. The Head of Channel Accounts (IT, MSP, ISP) provide effective guidance both commercially and technically to our partners across our connectivity and hosted IT services. The candidate will also be expected to drive and grow the channel partnership programme working closely with the marketing team to produce the relevant materials required; including up to date partnership agreements for reseller and referral, product literature and partner information packs.
Beyond growing the programme, this is ultimately a sales role, the successful candidate will have knowledge of sales processes and will actively combine a hunter mentality with the existing partners and new ones to achieve sales targets. This will be supported via phone calls, face-to-face meetings, demonstrations of products and attendance at events.

DUTIES:

  • To build relationships with new channel partners, offering advice and introducing the complete suite of products from our portfolio;
  • Create channel marketing plans in line with our key channel partners;
  • Assist with the training of sales teams within the partnerships from lead generation to closing business
  • Maintain accurate records through our CRM system;
  • Build out a complete partner program – to include a partner portal, deal registrations and marketing requirements;
  • Attend regular meetings with counterparts measuring KPIs and metrics to drive growth;
  • Placate any customer service issues as raised by the channel partner;
  • To make sure the Channel accounts are driving the right behaviours to produce a scalable and repeatable source of consistent month on month revenue;
  • To take ownership of all documentation from advising on sales collateral to making sure all legal contracts are up to date and correct.

This list is not exhaustive, and the tasks assigned might increase as per company's needs.

MINIMUM REQUIREMENTS:

  • Extensive experience in channel partnerships;
  • Previous experience of channel sales within a technology led environment;
  • Previous experience working with an MSP or ISP;
  • Excellent interpersonal skills and an ability to build strong relationships with partners;
  • Good personal network within the industry;
  • Driven, highly motivated and passionate about sales;
  • Professional sales training;
  • Ability to manage multiple projects and relationships;
  • Negotiation, listening and communication skills;
  • Excellent time management and organisation;
  • High level of attention to detail;
  • Be highly organised and deadline focused;
  • Team orientated;
  • Customer focused;
  • Knowledge of complex network infrastructure creation;
  • Evidence of building a partner programme / platform;
  • Use of CRM to forecast and build pipeline effectively;
  • Target driven and experience in consistent over performance.





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