Channel Marketing Specialist

ROLE PURPOSE

Act as a business development manager to increase the mindshare of the sales teams, business managers and presales teams of our channel partners, both distribution and resellers.

Ensure sales teams in the partners are ready, motivated and capable of driving the product proposition to customers.

KEY ACCOUNTABILITIES

Working closely with the Partner Account Manager (PAM) to execute against the Partner Business Plan the Channel Marketing Specialist is the face of the company within the partner and is responsible for the following within their accounts:

Partner Readiness

- Training sessions - delivering small 'lunch & learn' sessions along with deskside coaching
- Sales call coaching - working with individual sales people to help them identify potential customers and improve selling products of the individual seller

Sales motivation

- Working with the sales managers to agree targets and performance of sales teams
- Sales team floor walks to answer questions and identify new opportunities to increase sales volume

Marketing & Biz development

- Sales incentive delivery & support
- Running focus and spiff days
- Identify new ways to increase attach rates and business from across the partner

Product champion

- Work with the PAM and Marketing manager to ensure effective delivery of partner readiness plan within the account
- Generate excitement across the sales floor of the new product line up

Reporting

- Collect PC and Server volume data from accounts and product monthly reporting on attach rates and market feedback

KEY SUCCESS CRITERIA

- Attach rate of individual account against plan
- Knowledge and awareness of channel teams of current and new MS Products
- Premium mix of units
- Partner satisfaction as measured in the annual CPE survey
- Attach of CALS to Server OS units
- Windows share of devices
- Mix of Feature Devices distributed through the channel

KNOWLEDGE, SKILLS AND EXPERIENCE

ESSENTIAL EXPERIENCE

- Knowledge and understanding of server and PC market and products
- Experience of working with distribution and/or resellers
- Proven track record of similar role within the channel
- Experience of working across complex multiple teams and businesses
- Partner facing experience essential

TECHNICAL/FUNCTIONAL SKILLS

- Industry knowledge of server and PC market

PERSONAL ATTRIBUTES/INTERPERSONAL SKILLS

- Self-starter and self-motivated
- Strong communication and presentation skills
- High degree of organisation skills
- Great people skills and ability to make an impact on sales floors

QUALIFICATIONS

- Degree desirable but not required

Application deadline: Wednesday 14th January at 11am
Salary: £32,000
Location: Reading