Address Melbourne, Melbourne, Victoria,, Melbourne, Victoria Description About the Position
The Cradlepoint Sales Organization is looking for a Partner Account Manager who will manage the Partner sales within a designated country, territory, or region and will be primarily responsible for Cradlepoint-led or partner-led selling motions and ensuring appropriate account coverage. The Partner Account Manager will build business plans that align tactical account or partner plans with corporate strategy, as well as build local business plans that adapt and execute regional priorities and company growth initiatives. They will also ensure that the partner sales force is trained, skilled, motivated, measured appropriately, and rewarded commensurately and will provide coaching and mentoring, and will challenge individuals and teams to improve sales performance. They will actively recruit to provide Cradlepoint with superior sales talent, manage pipeline size, shape, and velocity and provide timely, accurate forecastsIdentify prospects and recruit net new channel partners which complement Cradlepoint growth strategyTrain, coach, and mentor partner sales representatives and sales engineers to ensure and enable optimum selling for PartnersTravel to channel partner locations within region as needed, while managing ROI of travel costsEffectively respond, communicate with and present information to channel partners, co-workers, customers, clients, and general publicDrive the success of partner-related programs (Reseller & Distribution)Manage and deploy co-marketing services and funding against an agreed planExecute clear and timely communications and notifications of major events (product releases, promotions, tradeshows, etc.)Drive sales force discipline and measurable accountability for meeting or achieving quotaContribute to profit and loss within areas of responsibility (e.g., country, region, territories) and all aspects of a deal's lifecycleDrive direct or partner-led sales within territories and regions to ensure linear tracking of targeted revenue, margin, and profitability metricsDrive selling higher and deeper into existing accountsDrive compliance with or alignment to Cradlepoint sales methodologyImplement sales initiatives to meet or exceed goalsEnsure alignment of resources to meet account coverage and sales targets, and to maximize the overall effective and efficient use of sales resourcesDrive innovative selling strategies among the sales force in recognition of changing sales dynamics and customer accessibilityDrive key go-to-market initiativesContribute robustly to the development of sales strategy and align with Distribution partnersAssist in securing executive contacts for key accounts or partners and Distributors, and facilitates sales at the executive account levelManage roll-up and communication of aggregate forecastsExercise strong cost management and controlBachelor's degree and five (5) years of applicable channel sales experienceTravel to both Partner and Carrier locations, within region as required and maintaining a good ROI on those travel expensesMust have skills in building, maintaining, and expanding channel sales relationshipsMust be able to effectively respond, communicate with and present information to channel partners, co-workers, customers, clients, and the publicMust have exceptional social skills and ability to get along well with othersMust be able to travel and be able to stand for hours at a time in Cradlepoint or partner booth at trade showsMust have excellent phone communication etiquette and be able to drive weekly call volume goalsPrioritize and adjust to the changing demands of the positionMeet and exceed monthly, quarterly, and annual channel sales revenue goals as assignedProactively manage channel sales pipelineMust be able to coordinate channel partner, inside sales, outside sales engagementsServe as a liaison between the channel partner and other internal Cradlepoint departmentsAssist channel partner marketing team with demand generation campaigns#LI-PD1 #LI-Remote
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Location: Melbourne, Melbourne, Victoria,, Melbourne, Victoria View on map: Melbourne, Melbourne, Victoria,, Melbourne, Victoria 39 Enfield Ave Preston, Glenroy 3072, Melbourne Melbourne, Melbourne, Victoria,, Melbourne #J-18808-Ljbffr