Senior Channel Sales Executive


Do you want to drive growth in sales with an indirect Channel software sales strategy? Learn more about our Senior Channel Sales Executive role.

Senior Channel Sales Executive

$ 200k/Year   Flexible   Long-term
Good fit for: Channel Sales

Do you enjoy working with 3rd parties to be successful in advancing and driving software sales growth with an indirect Channel strategy? Are you a visionary who can build, enhance to clearly articulate a better roadmap, engagement and support structure, and improved benefits by further enriching Alliances & Channel partner programs?

If so then bring your network of relationships with a variety of partners (VARs, Dists, Big 4, niche SI, etc.) into this opportunity to drive indirect new revenue and work with our team. As Senior Channel Sales Executive you will be overseeing an extended team, while accountable, responsible, self-driven, and a central player and excellent communicator to management and partners. You will be responsible for resources, partner recruitment and business enablement at all times

Apply today to drive crucial and effective enterprise software Channel Strategies and embrace a new challenge - all while working remote and having the flexibility to balance your work-life

“Our Advantage Partner Program, was built from the ground up with a simple goal: to ensure 100% success for every one of your Aurea business and technology initiatives”
-Mark Hall, Vice President & General Manager of Channels (Aurea)
, we have  full time partners from your country,   Let’s make it !


 
 
 
 
WHY CROSSOVER?
Crossover recruits and builds world class high performing teams to power the fastest growing portfolio of software products in the world. No other company provides the training and the opportunities to test yourself on the depth and diversity of projects that we do. All roles are location independent so you are guaranteed to work with the best in the world. Challenge yourself. Be part of the change.
 
 
 
WHAT YOU'LL BE DOING

As Senior Channel Sales Executive you will win, maintain and expand new and existing relationships with our channel partners, enabling them to achieve and drive new additional revenue to the business.

Your mission is to design, build and grow a Channel Program Strategy to Win new business, Maintain and Expand the partner ecosystem, leveraging resources and frameworks.

You will contribute to the fast-growth of an SMB/SME software company that acquires other software companies by putting your experience and network of relationships with a variety of partner types at work. 

As the driving force behind the Channel Strategy, you will manage partner recruitment objectives demonstrating value to potential partners, and improve partner efficiency by igniting excitement behind the new vision of the acquired companies.

You will be expected to work within a team who will portray the value of our products and support packages to the channel partners, who represent Crossover affiliated companies. You will mentor and excite our partners and get them behind our vision and products while understanding their needs to develop and implement a results-driven strategy.

To be effective in this role, you will be communicating and playing with a tremendous extended team at all levels, with different stakeholders, organized and extremely metrics oriented. You will need to thrive on new and innovative sales management techniques to continually improve your different sales channels. You are fearless in your pursuit of closing indirect deals and highlighting value to partner and customer decision makers.

 
ONLINE HIRING EVENT

A hiring event is a scheduled online event where all our relevant testing relating to a role is conducted on the same day. Submissions received during the event are graded the following week, and successful candidates notified if they have progressed to the next round which is an online interview with a Hiring Manager.

 
 
KEY RESPONSIBILITIES

Each week, reporting to VP of Global Sales, you will be accountable for these key responsibilities for one of the significant SW companies in our firm

Design and implement a practical playbook for managing multiple partner sales channels who bring in net new indirect revenue.

Meet assigned targets for profitable sales volume and strategic ecosystem development objectives in assigned partner accounts.

Proactively assess and improve partner performance and our SW share of wallet in their portfolio on a weekly basis.

Take responsibility to enable both loyal and net new channel partners and re-activate passive resellers in your dedicated account.

Drive the adoption of company processes enriching partner program best practices across all channel partners.

Recruit and enable new partners according to Crossover affiliated companies growth expectations.

Facilitate, develop and manage training plans to ensure partners are equipped to position and sell our products and solutions.

Collaborate with Marketing to drive the creation of sales collateral and demand generation programs to help drive partner revenue.

 
CANDIDATE REQUIREMENTS

To succeed as Senior Channel Sales Executive, you must be equipped with these required sets of experience and skills

Professional Experience:

5+ years in SMB/SME indirect software sales experience is a must.

5+ years in field sales experience, ideally with ASP ranging within US $1,000-10,000.

5+ years of software channel sales experience ideally with major Network Security software packages.

Proven experience, with references and relationships, in managing different types of channel and alliance partners - reseller, VAR, SI, distributors, Big 4 Consultancy companies.

Demonstrated success in managing multiple sales channels, responsibly accountable for your team and resources

An ability to develop and implement an indirect business strategy by building, growing and enriching partnership programs that will drive partner revenue goals.

Personal Skills:

Ability to work independently, while being able to collaborate with team members located all around the world.

Accountable, Excellent communicator to team, management and partners

Strong organizational capabilities, self driven & highly coachable.

A passion for the high-growth environment.

25% - 50% travel required.

Located in one of the following regions: France, Netherlands or Belgium

Advanced English skills as well as French AND/OR Dutch mother tongue

 
 
WHAT YOU WILL LEARN
 

In this position as Senior Channel Sales Executive, you will have a fantastic opportunity to extend your personal network within big brands of the IT sector and become more a community manager of an extended team outside the vendor’s organization. Overall Crossover and the affiliated companies give you unprecedented visibility to the top technology companies throughout the globe

You will be involved in developing joint win-win business plans and therefore learning about the key financials and strategy of third parties increasing your business administration knowledge as well as becoming an expert of different sales models whether they are indirect as resellers,  as influencers on wide projects, or as referrals.

The career path and expected new revenue growth are such that it may be required to end up managing a team and resources to enrich and expand partner programs that you design, create and implement while positioning yourself in the perspective of both the vendor and partner’s shoes.

 
CAREER PATH
 
SVP of Sales
Manager of 5-15 VPs. A mix of 15-50 Headcount direct/ indirect

A good fit for...

20 + years in Sales. 10 in senior sales team management career progression, up to 50 reps structured in fewer direct sales leaders reports. Significant BU, line management and operational experience

Strategic planner.

Defines and leads company GTM strategy.

Experimentation and collaboration with reporting line and C-levels to adjust/refine.

High level management of company acquisition strategy and scale up sales process.

Resources and budgeting definition.

200
Senior Channel Sales Executive
Manager of 5-15 Sales Reps

A good fit for...

15+ years in Sales. 5 in sales team management, career progression, up to 10 reps.

3+ years test automation experience

Implementation and execution of the GTM strategy, sales cycles.

Adoption and team coaching of innovative sales methodologies. Helps close deals, build sales plans.

Adapt to a multi portfolio offering, help team learn new products value prop.

100
Inside Sales Representative
Manage team of 5-15 Accounts, Annual Target

A good fit for...

3-10 years in Sales, started as Inside Sales, SDR, Customer facing field experience

Knowledge of sales methodologies, pipeline and forecast management. Achieves quota, operational excellence based on weekly clear/aggressive goals settings.

Passionate, puts customer first and shows them product value

50
 
 
 
Relevant files and links
External resources
url
Aurea Partners
Aurea SW Advantage Partner Program website page
https://www.aurea.com/partners/
Aurea
article
Finding & Evaluating Channel Partners
Recruiting channel partners
https://labs.openviewpartners.com/finding-and-evaluating-channel-partners/
OpenviewPartners
article
Partnerships, Channels & Alliances – Who Does What Exactly?
https://www.themetisfiles.com/2012/02/partnerships-channels-alliances-%E2%80%93-who-does-what-exactly/
Themetis
url
European Channels and Alliances
https://www.idc.com/getdoc.jsp?containerId=IDC_P576
IDC
url
Trade Magazines
https://www.channelexecutivemag.com/solution/channel-executive-sales-marketing
CEM
url
Channel Management: Connecting Products to Customers
https://www.youtube.com/watch?v=_-1mZNMLDuw
YouTube
article
Direct Sales vs Channel Sales – What’s the Difference?
https://www.virtual-sales.com/direct-sales-vs-channel-sales/
VSales
blog
The Ultimate Guide to Channel Sales
https://blog.hubspot.com/sales/channel-sales
HubSpot
blog
Channel Sales: The 3 Key Attributes You Need to Know to Scale Your Business
https://medium.com/the-mission/channel-sales-the-3-key-attributes-you-need-to-know-to-scale-your-business-b5ec460517d2
Medium
article
The 8 Dangers of Channel Sales
https://www.forentrepreneurs.com/channel-sales/
ForEntrepreneurs
article
Direct Sales vs Channel Sales: Pros, Cons, and Balance
https://www.saleshacker.com/channel-sales-direct-sales-strategy/
Saleshacker
 

Questions
and Answers

  • Does, the vendor company, already have a Partner program?

    Aurea Software and other affiliated companies have already rolled out the Advantage Partner Program to ensure 100% success, but there is a need to enrich and grow partnerships programs due to continuous acquisitions.

  • What kind of companies are the partner types?

    Besides the typical reseller organizations, we work with a variety of partners such as the big consultancy companies “ Big 4” and niche Systems Integrators, as well as key distributors etc. A network of relationships in this context is needed.

  • How does this role fit into the sales organization?

    It is important to understand that this is a sales position and you will be required to build and enable partners to drive NEW INDIRECT revenue to the business. Other sales teams are also responsible also for directly hunting for new customer acquisitions.

  • What can I do to support my application further?

    Be able to provide references with no less than 3 partners where you grew business contributions YoY.

  • What is the working culture and which methodology and tools are used?

    It is a fast-paced weekly deliverables schedule and in an innovative working model. Processes are standardized and repeatable across all companies, which is rigorously measured with accurate data available from Worksmart Pro, our team productivity tool.

  • What are the primary partner management tasks to be accountable for success?

    Recruit and onboard new partner companies, enable and train the executives in their organization, define joint business plans to drive new indirect revenue

  • What are the SW products and solutions you will sell?

    The products you will sell range from vertical specific software to technology tools in different industries ( telco, retail). Since most of the customers we support growth through acquisition - the portfolio is a broad list comprising of SaaS, on-premise software, tech-enabled managed service and pure IT consulting companies in North America and Europe

 
 
 
FAQs