Seeking a Senior Channel Operations Specialist to manage the assurance of $350M of revenue through a Reseller partners by managing channel partnerships, ensuring efficient operations, and support sales and marketing efforts to drive a highly effective and operationally excellent reseller channel.
This position supports the Latin America [LATAM], Asia Pacific [APAC], and Australia New Zealand [ANZ] territories.
Responsibilities
- Administration of approximately 1200 + Contracted Resellers worldwide
- Establishing GSA Pricing for all US Federal Sales as well as Canada Government Sales
- Ensure all contracted resellers are certified and trained as required
- Ensure readiness and conformance for all resellers assuring resolution of any revenue recognition issues
- Administration and Support of All Distribution Contract and Operationally
- Facilitate partner/reseller onboarding and off-boarding requests from field Sales
- Review partners history of sales/opportunities to identify non-productive partners for terminating
- Work with field team for input and approvals for terminations, designation changes
- Maintain an up to date (Partner Relationship Management) system which is a fundamental tool to enable
- better communication, and manage our growing partner landscape, allowing us to ensure
- that our partners are positioned to enable mutual growth
- Review and respond to reseller inquires and requests that come into the Channel Operations mailbox
- Contribute to the effectiveness of regional and account managers’ reseller relationships
- Manage requests for contracted and non-contracted Letters of Authorization
- Troubleshoot any issues escalated to channel operations in CRM
- Complete requests for non-contracted resellers set up in CRM
- Reassignment or troubleshooting on any deal registrations from portals
- Facilities Maintenance Management (FMM) for new MEF claims, troubleshooting any issues
- Supervise and coordinate routing of new deal registrations for new end customers
- Work with large partners $1B+ to develop a service
- Works on complex global deals with named accounts using the reseller community to encompass local
customer support, customs product release, and provide ongoing first line service support - Be the voice and advocate for our reseller community
- Maintenance of the Channel Inbox and complete daily requests from the territories coming to Channel
Operations Inbox - Manage requests for contracted and non-contracted Letters of Authorization
Requirements
- Bachelor’s Degree required
- Minimum of 5+ years of experience in Reseller / Channel Operational Support role
- 2+ years of experience in a Reseller / Channel Management role
- Experience with a global technology company highly preferred
- Self-motivated with strong management and motivational skills to lead and train staff
- Strong interpersonal and communication skills with the ability to adjust communication style best suited
for different subjects and audiences - Can communicate and present effectively at all levels across the organization present effectively
- Has strong business acumen with an executive presence and demeanor with consultative/execution
relationship building selling skills is essential - Show commitment to the job and actively contributes to a positive work environment, displaying
enthusiasm for his/her work and continuously reaches higher - International Channel Partner experience is a big plus
Gretchen Sheppard ~ US HealthCare Careers ~ gretchen@ushealthcarecareers.biz ~ 408-686-9450