Channel Partner Manager

At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.
- Each day we dedicate ourselves to treating each other, our customers and our community with care and respect._

Overview

Manage the overall achievement of indirect channel across the region by developing appropriate account management and strategic alliances/partnerships, ensuring achievement of revenue and margins objectives and managing dotted line channel sales representatives.
- Responsibilities- Identifies, formalizes & nurtures clear routes-to-market with the Regional Director/ Regional Sales Manager
- Develop, maintain, and monitor a network of distributors, co-operation partners & representatives, and recommending adjustments to 3rd Party sales/marketing strategies and action plans as necessary,
- Together with regions, prepare the Joint Business Plan and control its executionc.
- Build and collect market intelligence in the sub-regions by interfacing with customers and industry organizations in order to provide direction to the Channel Partners,
- Provides support to Channel Partners to segment the market, target customers, package solutions to increase our market share;
- Insures Channel Partner global strategy execution in the region
- Is accountable for the performance of Channel Partners in the assigned geographic area, in terms of revenue, margin and partner and customer attrition,
- Owns and ensures correct execution of Channel Partner Policy and Channel Partner Program regionally and validate its effectiveness,
- Organize and coordinate with respective SME for the implementation of TDW ChP onboarding program for new and existing Channel partner
- Together with regions, prepare the Joint Business Plan and control its execution.
- Develop the technical competency of the Channel Partner via training and sales tools equipping
- Identifies potential partners which are influential in the decision making process of TDW prospects or bundle TDW Services as a key component of their offering,
- Identifies and selects target Partners, negotiates and approves Partners agreements in close collaboration with the Legal department, and according to the Channel Partner Policy
- Organize and coordinate onboarding program for new and existing Channel partner
- Work closely Sales and facilitate the development of Joint Business Plan with each Channel Partner and monitor its implementation,
- Maintains a regular schedule of field visits in each market to visit partners and local market leadership, and lead partner roundtable discussions,
- Implements measuring and monitoring tools that track daily, weekly, monthly, and annual activities for Channel Partners, coaches them on how to effectively grow account base and recruit new Sales resources,
- Upon reviewing each markets forecasts and sales activity reports, provides timely feedback to the Channel Partners, ensuring that each market’s monthly sales goals are achieved,
- Works with each market’s Channel Partners to gain a thorough understanding of best practices, obstacles, and needs, ensuring that the Indirect SalesChannel Partner Program is competitive and successful in the marketplace,
- Provides input to Corporate on the current and future development of tools that promote and drive sales, as well as, participate on projects and initiatives to address specific operational, financial, legal, and support issues impacting Indirect Channel Partners sales and marketing;
- Designs Organises training, enablement and certification programs tailored to local markets,
- Defines and assists in the development of required support materials for the program,
- Works closely with Marketing to develop localized demand generation campaigns and monitor effectiveness,
- Work with Marketing Manager to measure and report success of program including KPI’s on deal registrations and deal conversion rates
- Be a part of the Channel Partner Managers and Marketing Manager Community of Practice to ensure alignment of program, progress and development of Channel Partners in the Eastern Hemisphere.
- Link Strategic Business objectives to Channel Partner objectives, provides consistent & constructive feedback for the purpose of program enhancement, assesses common training needs, shaping training & development needs to suit each Channel Partner.
- Experience- Bachelor degree with at 8 years of related sales and sales management experience, including experience with indirect channel sales.
- Proven ability to forge and manage business development relationships,
- Excellent communication, presentation, and interpersonal skills,
- Proven ability to implement action plans and meet goals
- Strong analytical skills,
- Ability to influence people and businesses without direct authority
- Willing to travel extensively,
- Fluent in English, any other language is an asset.