Sales Channel Manager (Remote Brazil)

LATAM Channel Partner Manager, Accuris

Summary:

The LATAM Channel Partner Manager sales position's responsibility is maximizing profitable sales revenue within Latin America & Caribbean countries, managing Channel Partners (resellers/distributors) by identifying, qualifying, negotiating, and closing in current and new business to exceed sales targets.

Ideal candidates are Sales professionals having demonstrated success on the management of direct and indirect sales in the publishing, tech information, or manufacturing industries, offering a unique value proposition, delivering solutions, and selling services and products that customers did not want or know they required.  Candidates must have strong management and closing skills, be willing to coach and prospect, work well without supervision, be highly motivated, be effective at building internal and external relationships, have keen listening skills, ask good questions, be assertive, with outstanding phone, presential and interpersonal skills working from home. 

General Job Duties:

The position responds to the LATAM Sales & Business Development Director being part of the Americas’ Sales organization, with quantitative (revenue, margin, profit, and other) and qualitative (sales forecast accuracy, CRM update, and hygiene and other) sales goals, managing actively and directly the 7 (seven) Channel Partners (CPs) within the territory.

Specific Job Duties:

The LATAM Channel Partner Manager role will perform sales through the Channel Partners indirect sales and support them on renewals and new business across all Latin America and must know and will be responsible for the following:

• Deep knowledge and application of MEDDIPICC sales methodology and terminology
• Understanding the tech product sales positioning, cycle, and challenges, including market momentum, customer needs, and competitor’s strategies, leveraging this to hone results.
• Create and manage a sales pipeline of current (brownfield–farmer–keeping and upselling) and brand-new business opportunities within a territory through inbound and outbound sales methods.
• Providing monthly, quarterly, and annual sales forecasts within a +95% accuracy rateto create visibility with all market owners on revenue trends and delivering mitigation actions.
• Accountability for driving revenue growth to exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
• Monitoring monthly the performance-to-plan and adjusting direction, focus, and sales initiatives as needed to effectively deliver and exceed the quotas.
• Manage sales channel conflicts in customer identification and development, among the CPs and Direct Sales Reps, with the best bottom-line results for Accuris.
• Keep continuously updated our CRM (Sales Force) in terms of oppies under development and their closing steps and expecting closing dates, products configurations and amounts, and other relevant commercial and finance items.
• Manage closely the Top #5 accounts of each CP (renewals and new biz), providing a level of commercial understanding and human relationship bigger/better or equal to the CPs in these accounts, guaranteeing business continuity and growth:
  • Actively drive and set the CP sales pace, agenda, and behavior at the company and sales rep level.
  • Identify and develop customers’ Points of Contact, Supporters, Champions, and Economic Buyers' relationships allowing the full MEDDIPICC implementation.
  • Execute a trip/face-to-face annual customer meeting plan across the territory.
  • Develop and implement a CP company and sales rep skills, behaviors, and results rank, providing continuous coaching, feedback, and training on the job, filling human and administrative gap skills of their workforce sales related skills, processes.
  • Present executive Accuris point-of-view pitches and solution presentations, fully comprehending and implementing the Accuris unique value proposition.
  • Working closely on qualifying and disqualifying business opportunities.
  • Identifying customer pains, pushing Accuris’ tech products sales, and identifying and delivering the best price for value, relative to the customer impact/benefit of the solution.
  • Develop proposals, negotiating commercial and legal parts of the agreements.
  • Closing the best business on time and follow-up invoice collection.
• Establish weekly 1:1 individual business/follow-up meetings with each CP and monthly meetings with all CPs and other guests providing continuous feedback, sharing knowledge, and streamlining results, best practices, and know-how to improve the results.
• Work with Customer Experience, Product Management, Custom Pricing, Order Management, Order Entitlement, Accounts Receivables, Legal, Tax, and other internal Accuris teams to ensure proper positioning and delivery on time with no process mistakes of complex solutions.

Education:

University/College Degree or equivalent combination of education in Business, Economics, Engineering, Marketing, and other related areas in renowned institutions. MBA is desirable.

Experience:

• A minimum of 10 years of sales experience in selling complex enterprise solutions. A previous management position is desirable.

Track record success in closing large and complex sales through Latin America knowledge, negotiation, and relationship-building skills. Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services, and operations to effectively compete in competitive markets. Must be flexible with the ability to work from home effectively and collaboratively with all internal colleagues and CP owners, executives, administrative staff, and sales reps in different languages and cultures.

Languages: Fluent in Spanish, English, and Portuguese.

Location: Brazil, Preferably, but not restricted to, Rio de Janeiro or São Palo, working from home

Travel: Up to 40% of the time

Other skills: MS Office package (Excel, Word, and PowerPoint), Salesforce, LinkedIn Sales Navigator at the user level