Inside Channel DeveloperVeeam
Australia, New South Wales, Manly
The Channel Development team is responsible for the achievement of the SMB revenue target. They will achieve this target through the conversion of leads of new and existing partners and by recruiting, onboarding and transacting with new Partner Companies that are focused on the SMB segment. The Channel Developer provides ongoing account management to Registered and Silver partners through online and phone training, education and general day to day support. Through the qualification of new and existing partners business needs and goals, the CD identifies those partners with the potential to reach Gold or Platinum status and thereby transfers them to the Inside Channel Manager (‘ICM’) or Field Reseller Manager.
The Channel Developer is an office based role.
Exceptional verbal and written communications skills.
Excellent electronic correspondence skills, with knowledge of basic business research tools.
Ability to work independently with limited direction in a fast-paced environment; must be a high energy, motivated self-starter.
Ability to adapt to changes in roles and responsibilities.
1-2 years’ experience selling enterprise software in the channel (preferable).
DUTIES AND RESPONSIBILITIES
Proactively working with leads qualified as “new reseller’ by the Inside Sales Associates (‘ISA’) and processing of potential partner lists (VMware partners, Microsoft partners with Virtualisation/management competency).
Proactively processing leads and identifying upsell and cross sell opportunities in new and existing resellers.
Processing of applications on Pro-Partner Portal, which involves checking errors and merging duplicate accounts.
Processing necessary information to new partners to support faster start of Veeam sales.
Gathering data on company profile of new Veeam resellers, which involves business model, size of the company and growth trends, composition of sales department, main vendors and marketing strategy.
Defining a roadmap for future collaboration, which includes arrangement of next calls, scheduling WebEx presentations, pipeline discovery and follow up on discovered projects.
Articulation of benefits of status upgrades and proactive follow up on fulfilling of criteria.
Handling incoming requests, involving issuing trial and Not For Resale (‘NFR’) keys and solving support escalation and licencing issues.
Exploration of reasons why old partners have become inactive and defining relevant reactivation measures. This involves re-establishing contact with reseller company, actualisation of their view on Veeam products and positioning of Veeam against competitive products.
Attending to incoming requests and queries raised by distribution driven partners.
REPORTING RELATIONSHIP AND ACCOUNTABILITY
This position reports to the Distribution Manager