Alcatel-Lucent Enterprise is THE place to be, if you are interested in: Flexible and hybrid work environment on all our sites which grants a work-life balance where you can work from home if needed.Multicultural and international company with continuous learning opportunities (access to all LinkedIn learning catalog) and internal career opportunities.Our 3 values: Speed & Agility, Customer Centricity and Reliability, we believe that strong values make great business.Building a future where everything connects, we have a wide range of initiatives that acknowledge our responsibilities to people and the planet such as GoGreen, ALE Impact (Positively impact our global community) and TogetHer (Gender Equality).What is my role? We are seeking a Channel Sales Director to maximize revenue opportunities within both existing channel partners and establish relationships with new channel partners.
What am I responsible for? Identifying and reaching out to new potential channel partners: develop plans to enhance ALE ability to grow profitably with channel partners through strategic partner identification, development of an ideal partner profile and capacity planning.Ongoing analysis of the Spain channel landscape and identify key drivers to grow the Spain channel at ALE.Establishes trusted relationships with key personnel in assigned partner accounts.Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.Proactively assesses, clarifies, and validates partner needs on an ongoing basis: establishes marketing and sales plan per channel with regular follow-up, establishes ongoing Business Partner training and certification plan to enable partners in chosen Enterprise products and solutions.Drives and maintains the channel account plans for his/her defined Business Partners.Working closely with sales teams within the channel partner to provide support, motivation and incentives.Monthly reporting on sales KPIs within channel partners.Giving feedback to the central team on the success of sales promotions and incentives.Addressing customer service issues as raised by the channel partner.Manages pipeline and forecasts accurately in Salesforce, and generate sales reports as required by management.Own the vision for the channel partnership and also the "executive relationships" within ALE Sales, Product and Marketing teams and facilitate the growth of the business relationship.Is responsible for leading all engagements with respect to account managers, pre-sales, marketing, product lines and services team.Manages potential channel conflict with Business Partner by fostering excellent communication internally and externally, and through strict adherence to the engagement between the parties.Influence use of partner marketing fund to achieve outcomes identified in channel account plan.Supervise a team of distribution and channel sales.Responsible for building a strategic growth plan and align with the objectives and initiatives of the channel team.Follow the Pipeline creation of the Business Partners requiring the CSMs of his team proactive sales actions to bring new deals to ALE, including new logos.Job location: Madrid area.
Am I the right person for this? 5+ years Enterprise dedicated Channel Sales Management experience required; Additional enterprise sales experience preferred.Proven record of meeting and exceeding sales team targets in a fast-paced quota-driven sales organization.Excellent management and communication skills (written and verbal) with an ability to interact effectively with C-level executives and senior managers.Proven relationships with top management of major channel partners.SFDC or equivalent experience.Comfortable with detailed financial reporting and analysis.Experience in the enterprise hardware or software market.Experience in working through complex and, sometimes, difficult relationships to grow the revenue base.Experienced in contract negotiations, conflict resolution with a goal of securing solutions that are beneficial to all parties.Driven, highly motivated and passionate about sales and technology.Strong vision and consistent execution needed.Join a key player in digital innovation! We are Alcatel-Lucent Enterprise, our vision is to deliver the customized technology experiences our customers need. Our mission is to make everything connect by delivering digital age networking, communications and cloud solutions with services tailored to ensure our customers' success. In the Cloud. On Premise. Hybrid. ALE is a trusted advisor to more than a million customers all over the world and active in 50+ countries.
If you recognize yourself in our company and this description, this job is for you!
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