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Channel Development Manager

The Channel Development Manager will coordinate with the partners/ resellers and create business plans to meet sales revenue expectations, analyse market trends to develop sales plans by region to promote brand awareness, identifying key decision-makers, building business relationships and establishing opportunities for immediate and future business.

The Channel Development Manager is a pivotal role to ensure ShireSystem, Asta Powerproject and IconSystem increase their presence in new market sectors, focusing their attention on France (and French speaking countries), Spain (and Spanish speaking countries) other European and MEA markets where English language software solutions are acceptable.

Key responsibilities:
  • Work alongside the existing Channel Manager, to open and develop relationships with prospective partners and existing partners.
  • Deliver sales calls and face to face meetings to profile organisations who have a current need or desire to resell ShireSystem, Asta Powerproject and IconSystem.
  • Qualify opportunities identified and submit proposals that lead to closed business for ShireSystem, Asta Powerproject and IconSystem.
  • Agree success criteria, ensuring realistic expectations are set for outcomes and deliverables.
  • Ensure all partners are satisfied with their ShireSystem engagement (and where possible exceed) partners’ expectations for defined success criteria.
  • Contribute (as required) to providing a clear and innovative brief that will deliver the partners’ desired results:
    – Follow up on marketing campaigns leads and event leads generated
    – Track partner on-boarding process and revenue generated by partners
  • Lead demo’s with partners and negotiate partnership terms and agreements.
  • Attend and network at events delivered to partners on-site at other locations when required (this may require overnight stay and travel abroad from time to time) in order to generate opportunities.
  • Produce weekly and monthly reporting of activities and pipeline to enable accurate forecast of incoming revenue.
  • Maintain accurate and up to date internal partner records for clients and prospects.
  • Ensure that the channel partners are fully up to speed with new product and service development activities.
  • Ensure that channel partner sales and support teams are properly trained and qualified.
  • Develop marketing activities including events, email campaigns, conferences and social media.

A degree is desirable.

Essential skills/ prerequisites:
  • An experienced channel manager with experience in the IT software sector, ideally with knowledge of CMMS/ CAFM.
  • A specialist with a record of sales achievement working with channel partners/resellers.
  • Able to identify key sales opportunities to generate revenue, build and maintain a channel partner pipeline and timely sales forecasts.
  • Able to manage daily sales activities with partners/reseller to ensure revenue objectives are met.
  • A strong negotiator and effective communicator able to engage with partner and resellers.
  • Additional languages desirable, Frenchy would be an advantage.
Essential abilities:
  • Have the drive and passion to create robust, valuable and lasting channel relationships.
  • Highly developed organisational and administrative skills.
  • Excellent communication skills.
  • Ability to prioritise.
  • Able to think creatively and to provide new ideas and solutions to problems.
  • Able to work flexibly in a changing environment.
  • Able to use own initiative.
Personal qualities:
  • To be self‐motivated with sufficient drive and enthusiasm to ‘get the job done’ on time, on budget and to an excellent standard.
  • Inspiring and motivational to colleagues.
  • To have a professional attitude with clients and colleagues.
  • To be committed to the aims of the organisation.
  • A willingness to acquire new and relevant technical skills and to keep abreast of developments in the IT industry.
  • Good interpersonal and communication skills.
  • Confidence with ability to display initiative.
  • A team player.
Working hours and location:

The normal working hours are 35 hours per week. From time to time, you may be required to work additional hours to fully perform your job in accordance with the needs of the business.

The main working location can be either the Elecosoft Southampton/ Haddenham/ Market Harborough offices, and the role may involve travel to other Elecosoft offices, client’s offices, and other locations as necessary in line with the needs of the business.

Closing date for applications is: 27 August 2021.
Only shortlisted candidates will be contacted.