Essential Duties and ResponsibilitiesCapable of managing direct sales process for strategic opportunities in the retail vertical for Enterprise Retail Management Software.In charge of developing close relationships with key target customers.Maintain and expand Channel Partner Network to maximize indirect revenue generated from partners, beyond current growth rates and exceed targets.Develop a partner network strategy to grow and expand marketsSupport and drive sales activities and grow the business as a Channel Sales Manager.Manage full sales cycle, from the inbound conversion to closure, and then post-sale account management for upselling.Develop effective sales plans to ensure revenue delivery and sustainable growth.Meet and exceed revenue and profit targets for the region as well as provide accurate and timely sales forecasts to senior management.Gather market information from multiple sources, to analyze competition and consumer/market trends.Establish strong relationships based on knowledge of customer requirements and industry trends.Effectively manage customer relations through Quarterly Customer Business ReviewsOverall ownership of the opportunities generated and contract negotiation process. This includes responsibility for proposals, contracts and pricing approval for licenses and professional servicesCreate and drive a Demand Generation Strategy for retail industryResponsible for growing our retail software business through strategic lead generation, research, and cold outreach via phone calls and emails.Use your experience in sales to work with management to refine our sales strategy, messaging, and sales process.Interact with other departments such as: Marketing, Professional Services, Global Support and Product Management.Proactively assess, clarify and validate channel partner needs on an ongoing basisProvides basic technical and commercial support to indirect partnersSupport the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.Works closely with Regional Head and Executive Management team to execute tactics to achieve business objectivesProvides feedback, information, market intelligence and recommendations to improve market penetration.Manages weekly forecasting routines for all direct and channel partner leads and opportunities.Populate and update CRM with forecast and strategic data of customers from the target region.Works in partnership with marketing and product management, provide input on both marketing and technical resources needed to ensure the highest quality training for our partnersBuilds rapport and robust relationships as well as influencing at all levels including C-Level.Knowledge, Skills, and Abil itiesHighly effective in a matrix organizational environmentClear and engaging communication and presentation styleResilience and resourcefulness to make change happen, no matter how challengingSelf-drivenFluent EnglishProfessional qualification preferredAbility to manage the life-cycle for direct or channel engagements, from scouting and alignment, negotiations to close agreements, successful on-boarding, and hands on operational helpAvailability to travel inside the country and near countries with possibility to speed nights outside and weekends.Education & Experience15+ years of corporate sales experience working in Direct Sales, Channels / Resellers / Partner environment.Experience in selling Retail SoftwareExperience selling SAP Business One is requiredSubstantial experience in salesExperience in partner and channel management a plusProfessional qualification preferred
