Due to rapid global expansion we are on the lookout for a talented Channel Sales Manager to join our growing US team in Reston, Virginia. As a Channel Sales Manager (CSM), you will be responsible for the development and execution of the Content Guru channel strategy of driving sales through new and existing partners to help maximize revenue opportunities.  Primary revenue responsibility is to drive incremental revenue and ensure both indirect and incremental revenue targets are met.

Channel Sales Managers are responsible for developing, servicing, and growing relationships with partners. The role requires them to build successful and lucrative relationships with Content Guru partners. Success will be measured by overall growth through partners across all platforms and performing job functions as described below.

As a Channel Sales Manager, your role functions will include:

Drive Revenue

• Achieve/exceed both incremental and indirect sales quota.
• Proactively lead joint partner planning process to develop mutual performance objectives, financial targets, and critical milestones – Business/Marketing Plans:
  • Maintain Pipeline target 3x quota (review of closed/won ratio).
  • Set and Achieve new lgo and deal registration targets.
  • Provide deal strategy support and resources as needed to drive sales (sales tools, quotes, resources).

• Perform business operational excellence by executing on business plans and committed opportunities.

Ensure Competency

Partners:

• Educate partners on platform portfolios and complimentary services offered (with Channel SC assistance).
• Aid in partner training (sales, pre-sales, and partner leadership) platform roadmap awareness, and operational process changes.
• Communicate strategy and train partners on the Content Guru Value.
• Develop the Content Guru Partner ecosystem within the Value Added Reseller and Sub Agent communities.

Internal:

• Maintain current on internal sales and product training.
• Review Channel Managers Digital Postcard, Inside Source, and Partner Newsletter; communicate as appropriate.
• Utilize Quick Reference Guides (QRGs) and DSR Processes.
• Fluent in navigating and utilizing Genie and SFDC.

Channel Management

Collaboration and Leadership

• Develop deep, trusting relationships with senior leaders within partner organizations to ensure we align on strategies as well as execution plans and metrics.
• Ensure excellent customer service skills and continuous relationship building from the sales, presales, and leadership teams with partner organizations.
• Establish strong working partnerships internally across direct sales and leadership teams (to include public sector) and product groups to represent and advance partnerships.
• Review, strategize, and recommend growth plans with current and prospective partners.
  • Follow up on MDF successes, actionable items, etc.

State of the Business Ownership

• Understand sales strategy, next steps and close plan for top 10 quarterly deals.
• Track and Report on revenue and targets utilizing Content Guru’s data platform.
• Prepare and participate in weekly forecast calls and QBRs.
• Assess, clarify, and validate business/marketing plan on a quarterly basis; post quarterly updates in CKS.
• Manage the Technology Solution Broker’s sponsorship opportunities and access to Sub Agents.

Skills Summary

• Craft and implement channel sales strategies to meet incremental and indirect sales quota.
• Develop new partner relationships within the TSB (fka Master Agent) communities.
• Develop and maintain partner and prospective partner relationships.
• Review, strategize, and recommend growth plans with current and prospective partners.
• Use sales acumen to train and develop sales staff, to include ensuring Smart Certification.
• Using CKS, analyze pipeline, registrations, sales performance and KPIs to determine health of partner.

This role will manage channel sales across the business with our large clients. The role involves large elements of travel, as the jobholder will be expected to spend around 50% of their time embedded with the client. The ideal candidate will be technically astute and able to manage and direct all customer queries. We are looking for someone with experience in channel sales who has a track record for managing successful client relationships and consistently meeting revenue targets.

Please note, this role will be predominantly remote or based in client offices although we will require the jobholder to travel to our office in Reston, VA twice a month. 

We look forward to receiving your application.

To be considered for this role you must speak fluent English and be able to demonstrate proof of eligibility to work in the USA or hold a valid work visa if applicable.

Content Guru knows that inclusivity drives innovation. We are an equal opportunity employer with an inclusive workforce of every race, gender, religion, orientation, or disability. We’re devoted to people, and nurture talent and development  through the Rising Star and Women in Tech programs.