Area Sales Manager - IT Sales

- Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.

- Educates and updates partners on new technologies or solutions. May be brought in by partners to sell brand to end customers.

- Establishes and maintains account plans to promote sales growth

- Achieves assigned quota for products, services, and software

- Transactional and relationship selling working within a team of selling professionals

- Creates, fills-in and manages funnel for deals with partners and transforms potential leads into joint sales activities.

- Establishes relationship with partner at all organization levels including senior executives

- Ensures partners are compliant with legal and SBC practices

- May drive SOW growth with distributors who are managing small partners on behalf of

May recruit and develop business relationship with new partners

- Carries quota at least at the average local/country/ regional quota per account mgr ratio

- Primary focus for partners sales on SMB segment

Knowledge and Skills Required:

- Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning.

- Solid understanding of organization & operations, including key business rules, and alignment with GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.

- Solid understanding of many of products, software, and services. Able to communicate the strengths of offerings, and overcome objections

Effectively sells offerings by building strategic relationships with partner decision makers; and promoting programs and offerings

- Develops account plans with partner to grow share of the business

- Partners effectively with others in the account to ensure coordinated efficient account management.

- Ability to motivate partner's sales force.

- Solid understanding of pipeline management discipline and ability to explain benefits to partners