Channel Account Manager

Job Description

The Channel Account Manager will be responsible for applying a thorough understanding of all GoTo products, sales methodology, and processes, prospecting techniques and will focus on selling through our channel partners / distribution across EMEA with specific focus on the Italian (SER) based partners. As a part of the Inside Sales Team, the Channel Account Manager will have a territory of partners from which to maximize sales through building relationships and driving new customers to GoTo, as well as prospect and close new business.

Responsibilities:

• Prospect, identify and develop new opportunities through to negotiating and closing sales.
• Develop, nurture and maintain strong relationships with existing partners to maximize sales into their customer base (specifically new customers to GoTo).
• Navigate Partner organizations to engage with multiple decision makers and influencers, and ensure relationships with key internal buyers are developed and maintained.
• Leverage GoTo’s sales process and account management standards, develop and document Territory plans and Account Plans with objectives and actions to maximize results in a given period.
• Work closely with the regional Territory Channel Manager, supporting regional strategy and execution
• Assist in the development and design of marketing campaigns to assigned territory.
• Understand partners core business strategy and find repeatable ways for GoTo to support and deliver that strategy through enabling technologies and services.
• In all instances, ensure GoTo delivers a superior customer experience to its partners and end customers.
• Develop and meet accurate monthly and quarterly sales forecasts for the territory.
• Develop and maintain a high level of understanding of GoTo’s products and services.
• Be an active contributor to a positive, collaborative, and high performing team environment.

Qualifications:

• Bachelor’s Degree in related field.
• 3 plus years’ sales experience in B2B, with partner part sales experience required.
• Ability to speak English and Italian at a business fluent level.
• Technical/Software sales is a plus and diversity of experience will be given merit.
• Proficient with CRM and opportunity management systems, preferably Salesforce.com.
• Strong technical and business aptitude and interest. Conversant with the latest technologies’ trends and issues.
• Exceptional communication skills and relationship building skills with demonstrated success in working with C-level executives and building relationships across levels in partner organizations.
• Clarity of thought and entrepreneurial skills to develop on new business strategy.
• Ability to present competently and confidently at various levels in an organization.
• Strong problem-solving capabilities with a ‘get it done’ attitude. Ability to create a buy in both internally and externally in overcoming hurdles in the adoption of GoTo solutions.
• Strong sense of ownership for results.
• Team player with ability to work cross functionally.