Indirect Sales - Manager Job

Role Purpose

Strategy and Sales Performance

• Develop and execute the indirect sales strategy and annual sales plans.
• Monitor sales performance, KPIs, pipeline health, and revenue achievement across reseller and partner channels.
• Identify improvement opportunities and implement corrective actions to achieve approved sales targets.

Partner and Channel Management

• Develop, manage, and expand relationships with resellers, distributors, and channel partners.
• Evaluate partner performance against targets, service standards, and contractual obligations.
• Implement partner enablement and development initiatives to improve sales capabilities and market coverage.

Business Development and Presales

• Identify, qualify, and pursue partner-driven business opportunities.
• Support business cases, commercial proposals, and growth initiatives with channel partners.
• Oversee technical and financial proposals, opportunity qualification, bid management, and partner-driven sales pursuits.
• Ensure customer and partner requirements are addressed throughout the sales lifecycle.

Commercial and Relationship Management

• Lead reseller onboarding, contracting, renewal, and performance management activities.
• Coordinate contract execution and compliance with Legal Affairs and relevant stakeholders.
• Monitor contractual commitments, commercial risks, and partner obligations.
• Build relationships with strategic partners, resellers, and customers and address escalations and complaints.

Enablement and Team Leadership

• Develop partner enablement programs, product awareness initiatives, and sales readiness activities.
• Collaborate with Marketing and Product teams to increase product visibility and partner engagement.
• Support expansion through new channels, markets, and partnership models.
• Lead, coach, and develop unit employees and drive continuous improvement.

Compliance and Controls

• Follow departmental policies, processes, standard operating procedures, and instructions.
• Comply with safety, quality, environmental management, and information security policies and controls.

Academic and Professional Qualifications

• Bachelor's degree in business administration, marketing, information technology, management information systems, or an equivalent field.
• Professional certification in sales management, channel management, business development, or strategic account management is preferred.

Experience

• At least 7 years of relevant experience in sales channel management, business development, account management, or technology sales.