Channel Sales Manager, Middle East & Africa, ArcSight
Description
In this position you will be responsible for activities centric to Relationship Management and Business/Opportunity/Sales Development with HP ArcSight Channel Partners in their respective territories (Middle East & Africa) with Channel revenue being the ultimate metric of job performance.
Responsibilities:
- Channel partner recruitment, enablement and account management across the territory including Distribution and Reseller partners
- Responsibility for forecasting and closing transactions with channel partners specifically involving appliances, for deal sizes typically under $100,000
- Build and implement a channel strategy for the assigned countires aligned and consistent with the overall revenue and growth targets for territory.
- Be keenly aware of the business of your Regional Sales Managers; understand their Coverage models and strategies; know their focus in areas of Target Accounts, Verticals, Geography, and Market coverage.
- Spearhead the effort to enable and develop regional and local Partners coordinating resources of Sales, Channel SE, and Channel Marketing as needed.
- Ability to create a joint business Plan for leading Partners in an effort to meet minimum growth and revenue targets
- Train on new products, Solution Sets, HP's corporate direction, business processes, etc., leading to enhanced self-sufficiency in sales and systems and winning mindshare and cycles from competitive vendors.
- Drive joint opportunity development activities through account mapping, marketing activities, coordinating MDF, and utilizing HP's Channel Marketing Programs.
- Manage Deal Registration, Forecast and Pipeline, co-ordinate partner engagement and sales activities with Regional Sales Managers.
- Create sense of "engagement and connection" on Exec, Regional Sales, and SE levels
- Address/support admin issues on an "as needed" basis
- Be viewed as a trusted and valued resource, and as a key part of the sales team.
- Be keenly aware of the business of your Partners, and be viewed and treated as a trusted and valued resource.
- Win the minds of the HP's Regional Sales Managers; have them see you as a key contributor to their territory success while helping them understand the role they need to play in ongoing Channel Sales, Channel Development and Partner success
Qualifications
- Demonstrable experience in channel sales management
- Background in IT Security and knowledge of relevant resellers and distributors in the territory is highly desireable.
- International sales, partner, alliance or business development experience
- Must be willing to travel extensively
- Bachelor Degree or equivalent experience in industry
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