Channel Sales Manager, ANZ Job (Sydney, New South Wales, Australia)

Job ID: SALE05222Job Title: Channel Sales Manager, ANZOrganization: SalesGoals:- Over-achieve sales revenue targets of Informatica software products through various channel partnership and alliances routes (simply referred to as “Channels”) into all territories in Australia and New Zealand.- Specific focus on driving channel contribution into accounts where no Informatica direct sales presence is engaged.- Effect a step-wise increase in contribution of our channel partners to our business.- Build channel capacity to provide the foundation for on-going scalable, sustained channels growth year-on-year.To be achieved by:- The scope will be across a number of go-to-market routes:o System Integrators (global and local)o Resellerso Local service providerso OEMo Technology partners etc- Building on existing local relationships to grow current channel partners’ contribution.- Leveraging key global partnerships to establish and grow a local presence.- Practical personal involvement in specific sales opportunities “pulling in” appropriately skilled and qualified partners.- Acting as a coach to partners on specific transactions.- Accessing resources within Informatica to support partners on specific opportunities.- Establishing an appropriate phased approach to the adoption of global channel programs locally.- Managing the enablement of partners in terms of both technical and sales skills. Utilising specific resources to deliver such enablement.- Managing the accreditation of partners so that we build and maintain a manageable set of partners across different routes (ie reseller, SI etc), solution area (ie ETL, ILM, MDM etc), and geography.- Working with Informatica Professional Services business to facilitate effective engagements with our Channel partners, with the goal of building sufficient capacity to meet customers’ demand for Informatica-related services and skills.- Recruiting partners in areas where current capacity is lacking.- Team as appropriate with colleagues in ANZ and APJ and WW Informatica. Interface and collaborate with Sales Consulting, Marketing, R&D, and other Informatica departments as needed.- Maintain current knowledge on Informatica’s proposition including use cases.- Articulate the Informatica proposition with conviction- Leverage best practice from others inside and outside immediate team. Share knowledge which will aid other team-members.- Utilise appropriate sales methodologies for territory planning and opportunity planning / execution.- Forecast fully and accurately. Ensure that Informatica CRM is a true and accurate reflection of the status of opportunities.Requirements:- 5 or more years of sustained success in enterprise software sales- Have successfully closed individual sales of at least $250,000 USD or more in previous roles- Have a success track record of achievement over quota- Comfortable operating in an entrepreneurial environment- Possess excellent presentation, written and verbal skills- Undergraduate Degree or equivalent educational background- An understanding of the software channel and experience of working with a variety of channel partners is a pre-requisite. However, experience of being a channel manager is not.- The selected candidate is likely to have experienced roles within these areas:o Apps vendors (eg Oracle (Apps), SAP) oro Middleware vendors (eg HP, IBM) oro SIs / IT services (eg CSC, Fujitsu)o And have practical experience of concepts such as Data Warehousing, Business Intelligence etc.tbdDepartment: 561501 Australia SalesRegion: APACCountry: AustraliaState: New South WalesCity: SydneyInterest: SalesInterest Category: SalesFull Time/Part Time: Full TimeOrganization: Sales

This position, Channel Sales Manager, ANZ Job (Sydney, New South Wales, Australia), was posted on February 22, 2012. The employer is ANZ. Since this job has been published, it has been viewed 14 times.