Job Opening
 
  General Information  
 
  Job Title:  Channel Partner Development Manager  
  Job Type:    —  
  Job Schedule:    —  
  Salary:    —  
  Needed by:    —  
 
  Job Description  
 
 
JOB PURPOSE:



Viatel Ireland are seeking an experienced Channel Partner Development Manager to join our expanding team. The position is focused on retaining and securing new business, across our Voice, Data, Managed Network Services and Data Centre portfolio, in the Carrier, Wholesale and Indirect Channel segment. The role will involve managing some existing accounts and developing new partner accounts and relationships.



We are looking for candidates with strong business development sales skills with the professional and technical competency to build successful and long-term relationships with existing and potential partners. The candidate will be a self starter, highly motivated and driven to achieve and exceed sales targets.



Using a solution sales approach the candidate must possess a deep and thorough appreciation of the partner’s business and technology requirements, Viatel’s products and services and the wider ICT marketplace, including relevant vendors and competitors.



A thorough appreciation and understanding of the wider Carrier and Wholesale marketplace, is also necessary.



PRIMARY DUTIES AND RESPONSIBILITIES:

• Actively manage a defined list of Indirect Channel customers, along with securing new business, to ensure revenue and margin sales targets are achieved and client satisfaction maximised.

• Acquisition of new customers and partners.

• Develop under performing channel partners.

• Develop a sales strategy and plan of action to maximise client retention, product penetration and revenue / margin growth within the Carrier, Wholesale and the Partner marketplace.

• To actively sell our Voice, Data, Managed Networks and Data Centre portfolio into Indirect Channel accounts.

• Attract and retain customers by designing and implementing short, medium and long term sales strategies and implementing them across the company, including managing churn, up sell, cross-sell management and overall effective channel management. Develop and maintain a high volume pipeline of qualified prospects that will convert to sales orders.

• Close a targeted level of run rate business every month whilst also managing large opportunities through the sales cycle to close.

• Regular customer meetings and building successful relationships with network / telco procurement and network planning contacts within the customer.

• Sending accurate pricing and solution proposals to prospects.

• Obtain support, as necessary, for the sales process from other departments.

• Provide feedback to relevant colleagues and manager on competitor activity, market conditions and emerging business needs and trends.

• Regular and complete reporting of activities and KPI’s (key performance indicators).

• Identification and realisation of appropriate third party partnerships to complement solution offering, especially where needed to fulfil client requirements.

• Lead and own the client relationships to maximise commercial return from this segment and manage all relevant internal and external relationships to ensure maximum customer satisfaction through service delivery and ongoing in-life support.

• Manage and progress all sales opportunities through the CRM system ensuring completeness and accuracy of relevant engagements.

• To ensure sales targets are achieved on an ongoing basis through active and effective pipeline management and sales execution.

• Play an active role in supporting product, operational and technical teams with a thorough understanding of market demands and client requirements.

• Directly assist with new product development activity where relevant and required.

• Make a positive contribution to wider sales team and overall business unit development and strategy.

• Represent the company at industry and or other networking events where relevant.





REQUIREMENTS AND EXPERIENCE:



• Proven track record of selling Telecommunications and ICT services into the Carrier, Wholesale and Indirect Channel marketplace.

• Proven track record of meeting and exceeding sales targets on a regular and recurring basis whilst ensuring customer expectations are always met.

• Excellent communicator and experienced at delivering sophisticated sales presentations.

• Demonstrable experience of effectively managing and developing accounts, and building a qualified sales pipeline of opportunity.

• Excellent knowledge of the marketplace and overall telecoms industry.

• Highly professional, with strong personal and professional integrity who can successfully represent Viatel both internally and externally.

• Excellent relationship and inter-personal skills with ability to work effectively across customers, partners and within the Viatel business.

• Drive, energy and perseverance to ensure customer and business needs are achieved in most effective fashion.

• Direct experience of preparing and submitting complex sales proposals and presentations.

• Excellent commercial acumen.

Applicants must be highly motivated individuals, able to work under pressure and to tight deadlines, who set high expectations of themselves and the wider company in support of customer needs.





EDUCATION / QUALIFICATIONS:

• Likely to be degree educated with a relevant business, scientific and or technical background

• At least 5+ years in a similar Senior Account Manager, Business Development or Solution Sales role selling ICT products and services into the Carrier, Wholesale and Indirect Channel marketplace.

• Thorough understanding of the Telecoms industry, its products, services and vendors etc.

• Product and technical comprehension will have been enhanced by ongoing and continuous professional development and training.

• Fluency in English essential

• Full and clean driving licence.



BENEFITS

• Attractive Salary + Commission

• Car Allowance

• Pension and Healthcare

• Mobile / Laptop

• Subsidised Gym Membership

• Car Parking



Position: Fulltime



Location: Dublin and Nationwide.
 
 
  Job Requirements  
 
      
  Education:    —  
  Experience:    —