Channel Manager

**Purpose of the position**

Reporting to the Regional Sales Manager, BeNeFraLux this is a customer facing role and you will be responsible for dedicated support for SMART’s most important Channel partners; expansion of SMART’s business in the region whilst providing a customer centric approach to support our key partners to deliver a complete service end to end for their customers.

**Duties and Responsibilities**

Your duties will encompass a broad spectrum of tasks within the Solutions business unit. You will be expected to devote your full time and attention to your duties at SMART. As SMART continues to grow and its business requirements change, your duties within this position will evolve. Your specific duties will include:

- Build relationships with strategically chosen partners to activate SMART products in chosen markets
- Lead and inspire Partners to sell SMART first.
- Create and execute against co-authored Business plans with partners to address SMART opportunities
- Lead strategic marketing planning for the creation and optimization of SMART’s partners working alongside Channel Marketing resource
- Drive sales growth through building activity plans and programs that exceed SMART’s sales budgets and achieve targets for the product and software sales and software renewals.
- Deliver Campaign Management through account plans and strategy with key partners in the region
- Proactively manage across all tiers of the Partner/Exec/Sales/Admin)
- Develop and implement GTM plan to develop key/joint target accounts
- Execute against campaign program
- Develop and execute plan to secure new business
- Grow partner revenue and achieve partner growth targets
- Develop and enhance partner capability (SW, ClaaS, Services)
- Accurately manage SFDC pipeline through SalesForce and other appropriate reporting systems
- Accountable for program delivery
- Deliver training and support to account teams
- Develop and implement targeted incentives for the channel
- Work to grow the pipeline to support your forecast and manage the forecast process accordingly
- Ensure partners are enabled and overachieving the quota for the region by developing strategic initiatives and delivering product training and enablement activities
- Accountable for the active management of Deal Registration, Pipeline, and achievement of KPI’s utilizing Sales Force and other appropriate management reporting tools.
- Performing other duties as required

**Education and work experience**
- Bachelors or Master’s degree would be an asset
- Fluent in French and English
- At least 4 years’ experience in channel sales or general sales
- Experience in Tech or Education sectors preferred
- Understanding of channel landscape either at Distributor or Re-seller level preferred
- A background in the AV and or display market is an advantage
- Based in or near Paris.
- Excellent organizational, planning, and problem-solving skills
- Superior interpersonal and negotiation skills with a proven ability to build and maintain long-term business relationships
- Proactive and can-do mentality
- Energy, enthusiasm, and a team-focused mentality, with proven ability to work cross-functionally and think strategically
- Strong presenting and closing skills, with the ability to negotiate issues with peers, partners and customers using a Win/Win philosophy
- Ability to prioritize in a dynamic, changing environment
- Ability to work with limited coaching
- Valid driving license
- A valid passport, or no impediment to obtaining one

**Supervision**
- This position currently has no direct reports

**Additional Details**
- Home based in France
- Fast-paced work environment
- Willing to travel 75% of time through France
- Occasional travel to other SMART locations
- Fast-paced, collaborative, and interactive work environment

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