International Sales Channel Business Development Manager

Sales-channel Entrepreneur?

Contact us via jobs@ardis.eu  ›

At ARDIS® our goal is to enable our customers’ manufacturing to operate at the lowest possible cost.

When you join our growing team, you will be part of the global leader in optimization & manufacturing software for the sheet cutting industry. ARDIS® relies on talented, curious and dedicated individuals with a can-do attitude to make a difference and create value for our customers and partners. We offer our colleagues the ability to work in an international environment covering over 8000 customers. You will experience an entrepreneurial spirit and be part of the most innovative company in our industry. Our cutting-edge product range extension opens a whole new world to revenue growth in our existing market. That is why we are looking for the right candidate to accelerate our growth through existing and new value-added resellers.

Your job as Sales Channel Business Development Manager

70-75% of ARDIS®’ turnover comes from direct sales. The strategy is to build a scalable channel to inverse the direct/indirect ratio for a number of products. The collaboration with the ARDIS® owners will therefore be crucial and strategic for the growth and development of the company. No need to emphasize how important this role is for the ARDIS® future.  

ARDIS® collaborates today with approximately 50 channel partners including Resellers around the world and VAR’s in Spain, Israël, Czech Republic and Brazil (https://www.ardis.eu/en-US/partners/premium-resellers-integrators). Special focus will need to be given to the German market, which has a very strong growth potential. Besides that, ARDIS® partners with almost all significant machine manufacturers.

You will develop, nurture and grow relationships with mostly prospective and the current top partners (both value-added resellers and machine manufacturers). You will create and execute on joint business plans with these partners, as well as identify areas of potential sales growth and recruit new partners to capitalize on new revenue opportunities.

The Channel Business Development Manager is responsible for driving partner initiated new and incremental business from prospective new logo targeted organizations and existing customer accounts within the region of each channel partner, meeting or exceeding sales quota to achieve revenue goals. The position will organize, plan, direct, and coordinate all sales activities for partners with a focus on net new business.

Responsibilities

  • Increase sales activity through channel partners
  • Collaborate with channels’ sales teams to identify opportunities for new business through their sales initiatives including joint customer presentations, marketing support and other sales enablement activities
  • Generate partner-initiated revenue
  • Develop a pipeline of qualified sales opportunities by working with a network of channel partners
  • Create demand for ARDIS® solutions emphasizing the value and ROI of using ARDIS®’ software
  • Create demand by understanding business challenges and by identifying the key buying influences in a complex sales environment
  • Demonstrate a sales/marketing orientation, with a high level of interest in optimizing manufacturing plants
  • Act as a business partner to partners and provide “industry expert” selling practices while delivering clear differentiation, to qualify and convert sales opportunities
  • Establish and expand partner relationships, including senior management
  • Build trust and credibility with the partners and ensure effective communication between them and ARDIS®
  • Demonstrate a team work ethic. Ability to collaborate, communicate and engage (allign and catalize) with wider internal stakeholders: Presales, Sales & Marketing and Professional services
  • Communicate technical aspects of the solution offering to customers and prospects. Follow-through and seek support from your technical colleagues, for input that may be outside your normal scope of knowledge
  • Negotiate partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.)

Basic Qualifications

  • Demonstrated a track record of proven business success in a complex environment
  • At least 3 years of experience selling in a channel environment (prior experience working at a reseller/ partner is a plus); or at least 5 years of experience in selling complex software to large companies
  • Partner sales orientation, with a desire to understand the challenges of the end-user community
  • Technical affinity
  • Ability to develop deep and long-term relationships
  • Has the ability to demonstrate creative thinking and problem solving
  • Can present effectively to small and large groups
  • Is a highly motivated, results orientated goal achiever
  • Understands and uses all IT tools such as CRM and 0365 as well as the willingness to master the use of our demo-tools
  • Clear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners
  • Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings; able to communicate technical aspects of our offerings
  • Multicultural awareness and sensitivity in thinking, speaking and writing
  • Fluency in English is essential, as is a professional proficiency of French or (preferably and) German
  • Strong analytical and conceptual thinking, especially in process-structured/focussed environments

Preferred Qualifications

  • A master degree is preferred or a Bachelor’s degree with equivalent experience
  • Track record of success in generating partner-initiated revenue
  • Track record of enabling and expanding ‘sell thru’ and ‘new’ sales opportunities through channel partners
  • Background in technology involving software and/or hardware is a plus. Manufacturing software knowledge is highly advantageous

Key Performance Indicators

  • Annual sales revenue target – plan based on net new revenue
  • Delivery against agreed business plan for region/partner
  • Attendance of technical and sales training sessions
  • Regular partner meetings schedule
  • Execution against agreed personal development plan and delivery of actions therein

Attitude and personality

  • Maturity, personal as well as business wise
  • Goal over ego: What is right counts over who is right
  • Curiosity and strong interest in this type of business
  • Self-consciousness and integrity: Know what you know, but more importantly, what you don’t know
  • Validating and trustworthy
  • ‘Do what it takes to get what you want’ attitude, but in total respect of the ARDIS® company values and culture
  • Work end-to-end, take spontaneous ownership, but with a natural preference to ‘Coach & Catalyse’ rather than seek the power to ‘Command and Control’

Why is key function worth considering?

  • A challenging job full of variation and personal input in a well-established Belgian software company with customers all over the world
  • A job with impact! You get the opportunity to autonomously build on the already existing organization with a huge growth potential
  • Thanks to short communication lines, decisions can be taken quickly 
  • You will be part of an international young team of dedicated talents, passionate about their work and beyond, and ready to welcome many new colleagues. Family atmosphere and conviviality are important to us
  • You will report directly to the owners
Will you become our new colleague? — We like to receive your CV via jobs@ardis.eu. We'll treat it strictly confidential.Contact us via jobs@ardis.eu  ›More vacancies  ›