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Channel Manager (Full-time employment)

Channel Manager (Full-time employment)

Digital transformation in the Media and Entertainment industry requires a need to understand new behaviours, anticipate the emergence of new business models and explore new territories. IVORY helps companies to define and execute their sales, product and marketing strategy in this context. Our customers benefit from our thorough knowledge of the content creation industry combined with our international expertise to help build strong foundations for sustainable future growth. Also IVORY is the co-founder of software company Embrace.

Job Summary

Reporting to the Sales Director, the jobholder will be responsible for developing and delivering technical and solution selling enablement plans to our Channel Partners to grow sales of IVORY and Embrace products and services. The Channel Sales Executive will define sales, marketing and demand generation activities and execute those with our Partners to achieve our sales targets. The role includes frequent interaction with customers, prospects, resellers and technology partners globally and travelling as appropriate.

Key Qualifications, Competencies and Education

  • Work to deadlines, excellent prioritisation skills and the ability to work independently
  • Very good telephone skills and ability to communicate in a professional manner
  • A positive and energetic team player
  • Computer literate and technology very aware
  • Fluency in French and English is compulsory; another language a plus
  • Good negotiator with strong communication skills, confident and forward thinking
  • Strong presentation skills both 1-1 and 1-to-many
  • Good analytical skills with strong business acumen
  • Strategic and consultative sales skills to articulate business benefits of product capabilities
  • Ideally Broadcast or Professional video markets knowledge
  • BS or BA; MBA or other advanced degree a plus

Key accountabilities

  • Define, build and execute a plan to grow the overall business and reach new territories
  • Work closely with VADs, VARs, SIs and Technology Partners across the territory to grow the business
  • Identify new VAR/SI Partners to effectively resell and service IVORY and Embrace solutions by identifying new opportunities with their sales teams, co-marketing IVORY and Embrace to their customers and prospects, leading call campaigns, face-to-face field meetings, and other activities
  • Execute and help evolve our Channel Programs by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth
  • Frequently present and demonstrate IVORY and Embrace to Partners and their clients and prospects
  • Create crisp, regular reporting of Channel Sales Pipelines, Marketing ROI, and Partner-specific activity
  • Prepare and implement strategic account plans for all Partners and identify business growth opportunities
  • Produce a weekly report of progress against key agreed actions
  • Provide Partner, customer and competitor feedback and other field intelligence when relevant
  • Ensure regular meetings with key customers, prospects and 3rd party business partners
  • Ensure sales and presales teams from IVORY partners and Embrace are working together in the sales process around lead generation, deal registration, accurate forecasting, and tracking to goals
  • Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC starts initiated via Partners
  • Initiate and set up marketing and sales campaigns in collaboration with the marketing manager
  • Manage Deal Registration, Non-Standard Pricing, Spiff/MDF Payments and Sales process

Please send your application to hocine@ivory.fr.

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