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Channel Development Director

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Reports to:         Regional VP Indirect Sales

The Channel Development Director is responsible for establishing and executing a strategic and tactical plan within a defined territory. This role will be responsible for sourcing, attracting and establishing new partnerships, and ensuring that the channel sales targets are met. Partners would include resellers, value-added partners, and sector entities, (retail, banking, healthcare and public). The Channel Development Director works towards solid growth targets with a regional focus, to develop and expand existing partnerships.

Duties & Responsibilities:

  • Establish a strategic and tactical plan for channel recruitment
  • Ensure that regional channel sales targets are met
  • Manage the channel development process and maintain partner relations
  • Review market analysis to determine customer needs and growth potential, and develop activities aligned with corporate goals
  • Identify new opportunities in regional and sector areas to enable channel expansion and growth
  • Interact with the global marketing department for lead generation opportunities
  • Identify stakeholders within the partner organizations and customer prospects
  • Conduct presentations and negotiations with clients and partners 
  • Provide product demonstrations 
  • Create and prepare quotes 
  • Negotiate and close deals
  • Represent Qmatic at trade association meetings and trade shows
  • Coordinate with presales resources throughout the sales process
  • Support the response to RFP’s
  • Report opportunities and sales cycle status using Salesforce
  • Develop new leads 
  • Prepare periodic sales report showing sales volume and potential sales from partners
  • Other job-related duties as assigned        


Requirements & Skills:

  • Minimum 5 years’ experience with enterprise software solutions sales
  • Proven track record in attracting and developing channel partners
  • Ability to comfortably articulate solutions and value propositions with C-level audience.
  • Strong results orientation.
  • Strong ability to negotiate and close deals
  • Proven strategic and tactical abilities
  • Strong presentation and interpersonal skills.
  • Familiarity with customer and workflow solutions
  • Possess strong knowledge of computers, desktop software applications and information technology solutions.  
  • Strong understanding of, and ability to communicate in Spanish
  • Must be willing to travel 80% and work from home-based office, with frequent travel to the Atlanta-area office, and across the Americas.


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