Channel Sales Manager

Channel Sales Manager

Thales is a world leader in the provision of information and communication system security solutions for government, defence, enterprise and the finance industry. Thales's unique position in the market is due to its end-to-end security offering spanning the entire value chain in the security domain. The comprehensive offering includes architecture design, security and encryption product development, evaluation and certification preparation and through-life management services.

The Thales eSecurity business line offers a range of cryptographic security products and services to Government and Enterprise organizations globally. The EMEA business operates a Channel sales model which contributes a significant proportion of its revenues. Sales are facilitated through a network of business and technology partners across EMEA.

The EMEA region is seen as a high growth area within the Thales business and covers the geography of Europe, Middle East, Africa and South East Asia with offices in the UK at Cambridge, Crawley and Long Crendon. Overseas offices are located in Frankfurt, Paris, Dubai and New Delhi.

Key Responsibilities and Tasks:

- Thales eSecurity is a results focused organisation and the channel team carry a sales quota which is broken down by individual region. The CSM will work with the Regional Channel Account Managers and Regional Sales Directors to ensure that the regional and EMEA wide quotas are achieved.
- The role will have an ongoing requirement to track and review the EMEA Channel pipeline and provide accurate forecasting to management on a regular basis.
- The role will require a close working relationship with the regional VPs/SDs to understand territory requirements and priorities and to agree objectives and activities for Channel Account Managers.
- The role will be responsible, in collaboration with stakeholders, for the formulation of channel strategy and the ongoing analysis of the Channel business performance to identify gaps and priorities to refine the strategy and provide optimal channel business performance.
- The channel Manager will both identify the need for and organize and run focused regional Channel Meetings. These meetings will recognise and be sensitive to the unique requirements and challenges faced within the local geography's.
- The Channel Manager will, through their previous experience and geographical knowledge, assist and oversee the analysis of and provision of input into partner business plans and territory plans. The CSM will ensure that plans are regularly assessed and revised and that recommendations for improvements and changes are submitted to the management board for consideration.
- The Channel Sales manager will be the first point of escalation for channel partner conflict resolution and should be capable of demonstrating excellent conflict management and mediation skills.
- The Channel Sales manager is responsible for the quarterly channel newsletter and with stakeholders will guide and manage it's direction and content.
- The Channel Sales Manager is the primary stakeholder in the development and running of the annual partner conference and will construct this event to drive to market the key Thales messages through channel partners in a professional and motivational manner.

Skills

Essential

- Proactivity: Develops practical solutions, takes leadership, has a can do' rather than won't do' approach
- Teamwork: Connected to the business, communicates openly, shares information and knowledge, networks internally and externally, persuades rather than pushes, involves colleagues, respects colleagues.
- Responsive: Always reacts quickly and with a sense of urgency to requests, issues, emails or other events in a timely and flexible fashion
- Practical attitude and adaptable to change
- Excellent PC Skills - Microsoft Office
- Articulate in both written and verbal communication

Skills

Desirable

- Fluency in additional languages such as French/German/Arabic etc

Desirable Qualifications

- Sales training in a recognised sales process ( Sandler/TAS etc. )
- Bachelors degree or equivalent preferably in IT related discipline

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