Channel Account Manager

Channel Account Manager

Johnson Controls, K.K.

Job Description

As a Channel Account Manager for Sensormatic Solutions, you will be responsible for driving sales and revenue growth within an assigned territory of targeted Channel Partners.

The Channel Account Manager, reporting directly to either the Country Manager, Sensormatic Solutions and dotted line to the Regional Channel Leader or the Regional Channel Leader and dotted line to the Country Manager, Sensormatic Solutions, is responsible for building out the Indirect Channel and taking total ownership and accountability of reseller channel pipeline, forecast and sales targets. The focus is on developing and directing the strategy, plans, and all aspects of our organization’s indirect channel, including implementing policies, objectives, and initiatives.

This role is responsible for recruiting, enabling, and developing Channel Partners and implementing sales strategies to create interest, demand, and product recognition to maximize revenue while meeting/exceeding sales goals. She/he will represent the company in all activities associated with reseller channel and alliance activities. You will be responsible for researching markets, identifying and approaching prospective partners, developing relationships, establishing partner agreements, and assuring the successful launch of new sales territories in partnership with the regional sales leadership and indirect/direct sales teams.In addition, to ensure the product is demand-driven, the Channel Account Manager works with local and global Marketing, Legal, Product and Solutions Teams, Product Marketing, and Management to deliver the right mix of features, positioning, and prices are all channels ready and consistent with the go to market field and corporate direction. In all cases, the Channel Account Manager and Regional Channel Leader take direction from Global Channel Leadership about legal compliance and channel program development.

Responsibilities

• Recruit, build, optimize, and maintain the channel partner community and go-to-market program(s) to maximize profitability and market reach.
• Implements core channel programs, tools, plans, and incentives to produce positive channel results, minimize channel conflict, deliver channel value, enable growth within the channel eco-system, and contain channel costs worldwide.
• Jointly sets financial target(s) for profitable sales volume and strategic objectives in partner accounts with the Regional Channel Leader and local Retail direct leadership.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Align with field operations team(s) to create and roll out competitive systems/processes to support a positive partner experience and results worldwide.
• Jointly analyze with marketing and the region relevant competitive channel programs in our market. Exploit data to train sales, product, and support teams on how to address competitors’ channel strategies.
• Jointly lead all channel solutions development and enablement efforts to best address end-user needs by coordinating the involvement of all necessary company and partner personnel.
• Drives adoption of company programs within the targeted partner ecosystem while ensuring partner compliance with partner agreements.
• Manages potential channel conflict with other company sales channels by fostering excellent communication internally and externally and strictly adhering to channel rules of engagement.
• Drives the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
• Develop appropriate approaches in the territory to proactively address underperforming customer segments and partners.
• Works jointly with Territory Management and local Retail Management, developing go-to-market strategies, territory, and account plans.
• Establishes productive, professional relationships with key personnel in core partner accounts.
• Establishes and assures a smooth transition/enablement of all new partner relationships.
• Proactively assesses, clarifies, and validates partner and program needs on an ongoing basis and provides periodic readouts to senior leadership.

Requirements

Required Skills

10+ years of experience in Channel Sales, preferably have some IT background.

• Proven experience in winning deals with multiple stakeholders
• Demonstrated experience executing successful agreements and business plans with Channel
• Partners and Value-Added Resellers
• Relationships with crucial Channel Partners in the defined Retail and Technology space
• Excellent leadership skills are necessary to operate at the CxO level – selling and delivering multi-solution portfolio engagements.
• Comprehensive understanding of the organization, local markets, and customers’ ongoing needs.
• Self-starter who proactively identifies and addresses changing customer requirements.
• Understanding and ability to take responsibility for volume, quality, and delivery of results, planning, and finances/budget for a channel globally and on an area or regional basis.
• A collaborative approach to enlist the support of the sales teams, implementation resources, service resources, and other management resources as needed.
• Skilled communicator who influences and shapes images within the functional area.
• Proactively manages diverse company resource involvement with partner(s) and end-user customers(s) management as appropriate.
• Ability to define sales quota across the regional partner eco-system and manage pipeline via
• Salesforce and related toolsets.
• Motivated with an exceptional ability to work in a diverse collaborative team environment.
• Solid program management and business development skills.
• Excellent presentation skills and communication skills.
• Extensive travel required; approximately 60+%

Qualifications

• 10+ years of leadership experience in high-tech sales, channels, alliances, ISVs, business development, and management, including developing programs and managing global teams.
• 10+ years of software/hardware solutions development and selling within the enterprise and SMB markets.
• Proven track record of building and expanding a partner ecosystem while driving revenue growth.
• Experience executing a channel strategy, appropriate goals, and incentives for channel partners.
• Demonstrated experience working with distributors, resellers, and value-added resellers.
• Direct sales, channel sales, alliance management, and sales management experience.
• Solid working knowledge and experience within Retail and Loss Prevention, Operations, and Sales.
• Fluent in Japanese and English, verbally and in writing.

Employment form: Indefinite　employment Retirement age:　65 years old

Trial period:　6 months (no change in conditions)

Transportation expenses: Actual expenses (total amount)Retirement allowance system:　　Yes / defined contribution pension

Selection process:　document screening → online interview → face-to-face interview* Multiple interviews are planned / Interviews in English available

Job Location

• Tokyo – 23 Wards, Shibuya-ku
• Keio Line, Sasazuka Station

Average Salary: ¥10,000,000