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Channel Sales Manager

Job Description and Requirements

Key Responsibilities 

Responsible for building and executing a pipeline generation plan that leads to partners & distributors exceeding their annual incremental, net new business requirements. 
Responsible for articulating the RSA strategy, value proposition and solution offerings to partners and key distributors. 
Responsible for developing, distributing, maintaining and executing regional partner go to market business plans that are aligned with field sales go to market strategy. 
Responsible for working with cross functional resources to support, orchestrate, enable and manage the regional partners and distributors. 
Responsible for aligning and engaging territory field sale resources, presales and support resources to partners to execute field level sales objectives. 
Responsible for co-developing and executing with key partners and distributors on the local demand generation activities. 
Responsible for helping field teams align resources with our focused partners on opportunities the partner generates. 
Responsible for representing and providing regional partner updates at regional field sales QBR’s. 
Responsible for distributing and articulating regional partner and distributor performance data to stakeholders. 
Responsible for articulating and executing RSA SecurWorld partner program requirements and benefits. 
Responsible for providing regional partner forecast, supporting SFDC opportunity management and working with regional sales leadership to validate partner forecasted deals. 
Responsible for supporting local partner and distributors QBR’s, enablement requirements, demand generation events, and business opportunities. 
Responsible for driving interaction and relationship events between RSA field teams and regional partners. 

Essential Requirements 

Relationship with RSA territory partners and key distributors 
Ability to influence others to achieve results 
Ability to manage resources in a matrix environment 
Understanding of the marketplace and competitive landscape 
Security Technology experience 
Consultative skills 
Presentation skills 
Program management skills 
Strategic planning abilities 
Negotiation skills 
Bachelor's Degree or equivalent 
4+ years in channel management experience with national and/or territory partners.