Channel Manager

Overview

The channel partner manager is responsible for driving growth through distributors. The channel partner manager will work closely with our partner business teams to develop and execute go-to-market activities by leveraging cross functional teams across both organizations. This role requires the candidate to easily converse in sales and technical conversations, create and execute partner enablement initiatives across Benefitfocus and partner organizations, and have a solid technical skills foundation.

This is position reports to the SVP of Ecosystem Partnerships.

Responsibilities

• Build and foster critical relationship with channel partner contacts.
• Manage work streams to ensure support and service readiness for new partner launches.
• Communicate and facilitate understanding of scope of support and partner expectations.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners expectations.
• Participate in the execution of the agreed upon GTM commitments with partners.
• Ensure consistent delivery of high quality service & support solutions.
• Ensure consistent timely resolution of partner issues.
• Ensure consistent professional conduct.
• Establish cadence to review partner performance, develop action plans and identify emerging issues.
• Assess channel footprint to ensure optimal service coverage.
• Monitor program compliance and ensure partners meet obligations.
• Drive internal meetings to review account status and align performance targets across the organization.
• Drive initiatives to improve logistics/transportation of service parts to/from partner.
• Maintain pipeline and dashboards that communicates to all stakeholders the effectiveness of programs and investments.
• Conduct a regular cadence of reviews of the performance of partners, both internally and with the partners.
• Ensure effective and timely internal & external communication and coordination of partner field engagement program strategy & execution results.
• Conduct quarterly stewardship meetings with clients and lead other regularly scheduled meetings as necessary.
• Assist in sales and marketing activities as needed.

Responsible for special projects as assigned

Keyword:
Required Experience:

• BS/BA degree in relevant business discipline.
• 5-8 years in a Business Development, Channel Sales or Channel Management role supporting multiple partners
• External industry network with 3+ years SaaS experience - Experience working within the enterprise software development industry is highly desired
• Track record of producing sales growth
• Ability to build, execute and lead strategy in a cross-functional, fast-moving environment
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
• Strong written/verbal communication skills and the ability to communicate with both technical and non-technical personnel; ability to listen, clarify and respond well to questions
• Ability to work effectively across internal and external organizations

From: Benefitfocus