Channel Account Manager

Primary Responsibilities:

• Manage a portfolio of resellers and MASPs within assigned territory to achieve channel sales targets.
• Analyze territory to identify new opportunities and coverage gaps.
• Identify and qualify prospective resellers to selectively recruit high-potential partners.
• In collaboration with partner, prepare business plans reflecting mutual goals and expectations with regular milestone checkpoints with the partner to ensure achieving objectives.
• Coordinate the onboarding and enablement process with new resellers to accelerate their time to productivity.
• Understand the partner s business model and prepare business cases to incent additional partner investment and gain internal SAS support for the business proposition.
• Work with partners and partner ownership/executive team to gain strategic alignment with SAS.
• Coordinate interaction between partners and SAS sales team to pursue opportunities and Manage channel conflict.
• Coordinate lead passing and collaboration with Inside Sales to the appropriate/qualified partner.
• Ensures all opportunities are registered via the Partner Program Opportunity Registration Form (ORF) and all validated opportunities are in Orion.
• Conduct regular pipeline calls with resellers and direct sales (as appropriate) to update Orion with accurate status information in order to provide accurate weekly, monthly, quarterly and annual forecasts.
• Collaborates with SAS pre and post-sales resources for deal progression.
• Support resellers in obtaining quotes, evaluation agreements, contracts, and purchase orders.
• Works closely with marketing team to develop and execute territory channel marketing programs to increase sales.
• Drives consensus within SAS to build awareness of and appreciation for the channel.
• Based on geographic requirements this role may be a hybrid position incorporating aspects of the Alliance Specialist role.
• Ideal candidate will develop and execute a business plans designed to maximize SAS revenue with partners, this will include strategic planning and positioning of SAS products/solutions, executive partner engagements,etc
• Manage and collaborate with Consulting players/Regional SI partners to define and execute joint sales and Go to Market (GTM) programs in Public sector
• Ability to manage complex engagements(like RFP/RFIs in Public sector busines) along with Partners to drive SAS winnability
• Should have strong network of partner s focused in public sector space(Banking ,Government,Utilities)