The EMEA Channel Development Manager:
• Is responsible for channel development and expansion, the identification and development of target customers, the closing of key sales opportunities, and the management of the channel sales funnel
• Exceeds sales and profitability targets, channel partner retention and recruitment objectives
• Is responsible for developing and delivering on strategy to drive channel partner and target account revenue growth
• Works collaboratively, leveraging partner and internal resources to define, execute and monitor partners’ sales, account development and marketing plans
• Attends and participates in channel partner sales meetings and customer visits, reviews, assesses and ensures channel sales team development
• Is required to easily converse in a range of subjects such as sales, marketing, legal, and operational conversations
• Will travel extensively throughout EMEA

Responsibilities:
• Work with senior management to implement MathWorks indirect distribution strategy for EMEA.
• Manage productive, professional relationships with existing and new Channel Partners to maximise revenue growth. Participate in customer visits and help close business in key accounts and opportunities.
• Identify, qualify, assess, negotiate and establish new channel partners and relationships.
• Identify joint marketing programs to create new Channel sales opportunities.
• Organise sales training within the channel partner organisations; coach channel partner sales managers and participate in channel partner’s staff customer sales calls.
• Coordinate the involvement of MathWorks personnel, including support, service, and management resources, in order to meet Channel partner performance objectives and partners’ expectations.
• Lead the Channel partner planning process to develop mutual performance objectives, financial targets, account development, market share and critical milestones associated with a productive Channel partner relationship.
• Proactively assess, clarify, and validate partner needs and performance on an ongoing basis.
• Manages potential channel conflicts by fostering excellent communication internally and externally, through strict adherence to Channel rules of engagement.
• Ensure Channel partner compliance with Channel partner agreements.
• Coordinate efforts across various sales groups, implementation groups and operations groups to ensure success of the first leads coming from a new partner.
• Report to the business market trends, including competitive landscape or any other relevant information that will help us shape success.
• Integral part of the Galway leadership team.

SKILLS AND COMPETENCIES
• Excel at all areas of business development and sales including proper communication, presentations, business/market planning and negotiating.
• Execute on strategy created by the Channel team to create compelling, customer focused value propositions to existing and new partners to get the desired outcome of engagement and activity.
• Accuracy to track, forecast, and report pipeline and trends.
• Ability to develop and maintain effective business, sales, market and account plans.
• Organisation and prioritisation skills. Direct a channel with multiple channel partners and accounts, gaining direction and guidance from multiple sources.
• Excellent interpersonal, communication and cross-functional teamwork skills (product management, support, sales and senior management)

Qualifications:
• A bachelor's degree and 10+ years of professional work experience is required
• 10+ years of channel sales operations experience in software sales
• Proven track record of identifying, negotiating and building revenue-generating channel relationships with both large, complex, national partners and smaller, regionally-focused Value-Added Resellers.
• Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into compelling customer focused value propositions
• Willingness to engage in extensive travel (50%+)
• Multi-lingual an advantage

For a confidential discussion and more information on the role/company please contact Alison Comiskey on 091-706719 or email alison.comiskey@collinsmcnicholas.ie
For more information on our Recruitment and HR Services and to see a full list of our available jobs across Ireland, please visit our website www.collinsmcnicholas.ie
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