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