Holt Executive are currently partnered with a global leader within the Global Connectivity space and is the market leader in global mobile satellite communications. They require a Channel Development Manager to support Maritime wholesale channel development and business strategy. Forming part of the Maritime Indirect Sales team the appointee will be responsible across all channel partners, supporting partner consultation processes and working with key partners, relevant internal stakeholders and engaging with the maritime community about the company’s activities.
If you have success supporting multiple activities within the maritime sector both internally and externally and have consulted with senior sales team members to deliver growth, we want to hear from you!
Key responsibilities for the Channel Development Manager:
Channel Development & Optimisation:
- Working with the sales team to devise and implement partner-wide strategies including partner incentives and sales campaigns to drive growth, enabling the company’s Maritime’s indirect business to achieve or exceed revenue targets.
- Support initiatives to optimize existing channel partner structure to facilitate margin improvement and lowering cost to serve.
- Lead new partner onboarding globally, facilitate new lead generation and help transition smaller local partners to aligned Global Partners.
- Manage reporting of partner performance against commercial contracts and coordinate the external annual review gate with Regional Directors and Account Managers.
- Manage the commercial offering updates for non-airtime related services across the indirect sales team, working with finance and procurement as required.
- Support Account Managers and Regional Directors on New Business Development opportunities,
- Wholesale proposals and POCs, to support pipeline development.
- Support cross-functional teams inclusive of marketing, product management, finance and engineering to ensure that the business is aligned with and executing sector priorities.
- Develop an understanding of the market including key drivers and barriers affecting communications to ensure that these are factored into any business decisions – including the approach to pricing, volume discounts and incentives.
Proposition Development/Support:
- Support sector development activities, including partner joint business planning, to ensure they are delivered in line with customer expectations to help maximize revenue potential.
- Support the creation of compelling business cases and market requirements that include market and risk analysis, capex and opex forecast, and return on investment outlook.
- Collaborate with colleagues as well as external providers to develop and bring new, revenue-expanding solutions and products/services to market, tailored to indirect channels.
Sales Effectiveness:
- Own content and agenda preparation for Internal Sales Team weekly, monthly, and quarterly team meetings and reviews.
- Own sales reporting in SFDC to chase account managers where opportunities are not progressing and to ensure the pipeline remains up to date ahead of key management reviews.
- Manage the repository for essential internal sales information, including collateral, contracts, incentives, commercial leasing arrangements and associated revenue assurance.
- Increase sales team effectiveness by devising practical solutions to maximise time spent on revenue-generating activities and reduce workloads attributed to internal processes and non-sales administration.
External Engagement:
- Coordinate PR activities, partner sales campaigns and events and other marketing communications
initiatives to ensure they are timely, accurate, cost-effective and value-creating at all times. - Deliver the Quarterly Partner Newsletter supported by the Marketing dept.
- Represent MBU at industry trade events and partner conferences where necessary.
Essential Knowledge and Skills for the Channel Development Manager:
- Experience of selling technology-based products to specific sectors via an Indirect Channel Partner
structure. - Demonstrable experience working closely with operational customers and consultative sales skills.
- Knowledge of the Maritime Industry and of Commercial Satcom.
- A degree or Masters in a relevant technical field, or equivalent.
- Expertise with complex business modelling in Excel (or similar).
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