Martello Technologies Group Inc. (TSXV:
MTLO) brings clarity to complex digital environments and control of evolving technologies. Our solutions monitor, manage and optimize the performance of real-time services on cloud and enterprise networks, while giving IT teams and service providers control and visibility of their entire network infrastructure. Martello’s products include SD-WAN technology, performance management software, and service-oriented IT analytics software. Frost & Sullivan named Martello the industry leader in NPM (Network Performance Management) and Canadian Business ranked Martello as Ottawa's Fastest Growing Company at No. 28 on the Growth 500 list of Canada's Fastest Growing Companies. Martello Technologies Group is a public company headquartered in Ottawa, Canada with offices in Montreal, Amsterdam, Paris, Dallas and New York.
About the role
The Channel Manager recruits, develops, supports, and grow relationships with channel partners. A Channel Manager supports several partners. This role includes doing things like developing sales strategies, negotiating with partners and training and developing their sales team.
Channel Manager Duties and Responsibilities
Channel Managers perform many tasks in their quest to build successful and lucrative relationships with company partners.
Hit Monthly Sales Quota for Territory
As with any type of Sales Manager, the Channel Manager’s most important responsibility involves hitting their monthly goals. Channel Managers, along with the senior management team, are responsible for developing the strategy to hit said goals.
Continuously Train Sales Team on Company Offerings
Channel Managers are part of the management team, part of their job involves training channel partners and their staff. This typically involves implementing a company standard training process. Given the ever-changing nature of sales and marketing campaigns, this training happens continuously.
Manage Relationships with Channel Partners
Channel Managers are the key point of contact between their employer and channel partners. Performing this duty takes excellent customer service skills, and also involves negotiating contracts.
Monitor Sales and Operational Results Based on KPIs
Channel Managers need to constantly monitor the health of their campaigns by keeping an eye on the Key Performance Indicators set by the Director of Sales. This includes creating KPI reports and presenting them to senior management.
Represent Company at Industry Trade Shows
Since Channel Managers typically work in a business-to-business environment, trade shows are a big part of their strategy of prospecting for new customers. This involves setting up and taking down a company booth. It also involves pitching company offerings to prospects.
Desired Skills and Experience
5+ years related industry experience
Channel Manager experience preferred
BS/BA or equivalent work experience
Channel Managers must be excellent communicators. They must be active listeners who take the time to comprehend what others say and then use the information they learn to build relationships. They must be socially perceptive and aware of nonverbal cues to feel out how a negotiation is going and be able to adjust accordingly. Channel Managers also must be innovative in their quest to help their channel partners effectively sell their product. In addition to these skills and personality traits, employers are looking for Channel Manager candidates with the following skills and abilities:
Crafting and implementing channel sales strategies to meet monthly sales quota
Developing and maintaining partner and prospective partner relationships
Must document account Activity using Salesforce
Negotiating contracts and growth plans with current and prospective channel partners
Ability to use leadership and sales acumen to train and develop Partner sales staff
Ability to use analytical skills to analyze Key Performance Indicators to determine the health of a channel partner relationship.
You will be supporting accounts spread out across the world so there will be times that you will work outside of working hours.
Channel Manager Tools of the Trade:
- Travel could be up to 75% of the time.
As with all professions, there are a few tools Channel Managers use to complete their duties, most of which are digital.
Remote any USA city within forty-five minutes of a major Airport with access to International flights