Channel Business Manager Resume Sample
Adella Marks
11312 Jeanie Underpass,
San Francisco,
CA
+1 (555) 708 4331
Work Experience
Channel Business Manager
10/2016
-
PRESENT
Los Angeles, CA
- Major account experience required; preferably with SKC and/or Whitlock
- Knowledge of Polycom’s indirect channels: distribution, direct VARs, indirect VARs
- Strong Knowledge in Unified Communications, A/V industry, and integration business
- Consistent track record of driving sales volume through channels
- Experience meeting a revenue number of at least $150 million
- Experience in developing and implementing channel strategies
- Organizational leadership skills: aggressive in achieving results, while collaborating and communicating effectively with other members of the team
- Leadership ability and experience accomplishing goals in a matrix environment
- Knowledge and experience maximizing involvement of support organizations, fostering a team environment
Inside Channel Business Manager Austria & Switzerland
07/2012
-
04/2016
Los Angeles, CA
- Capability of exercising broad influence across the company
- Demonstrated ability to develop and maintain strong industry and customer relationships
- Analytical skills. Highly analytical with ability to synthesize complex business issues and dynamics into simply understood terms
- Work in a dynamic, fast-paced environment. High energy individual that brings a sense of urgency to his\her mission
- Development and execution of a territory plan designed to maximize Polycom revenues in an assigned geographic territory and within named channel accounts. Ability to communicate the UC business proposition to channel partners
- Responsible for achieving sales results and year over year growth through the assigned and recruited partners within the geographic coverage area
- Frequently interact with key major customers, channel partners and peer groups, and additional operating companies at various management levels
Inside Channel Business Manager
01/2008
-
02/2012
Los Angeles, CA
- Responsible for achieving sales results and year over year growth through the assigned and partners
- Frequently interact with key major customers, channel partners and peer groups, and additional operating companies at
- Establish C/mgr level relationships with each Reseller
- Actively participate in the development of long range and competitive sales strategies for Polycom’s products
- Supports development of sales strategies to drive the achievement of the Partner’s business and revenue objectives
- Manages operational performance and assesses the Partner’s performance; identifies performance gaps and provides feedback and coaching to improve performance
- Engages, directs, and influences Xerox resources to sell and support Xerox solutions within the Partner’s organization
Education
University of Phoenix - Chattanooga Campus
2004 - 2008
Bachelor's Degree in Business
Professional Skills
- Excellent verbal and written communications skills; presentation, customer, business and negotiation skills
- Sufficient technical skills to demonstrate MPS solutions
- Strong analytical, interpersonal and communication (written and oral) skills
- Excellent English & French language skills are required
- Experience of operating in an indirect working environment, substantial sales and marketing experience in a channel
- Evaluation of Sales skills and capabilities, are they focused on retaining, developing or acquiring business (RAD framework)
- Proven experience with account planning and management using a recognized strategic sales approach and/or system
How to write Channel Business Manager Resume
Channel Business Manager role is responsible for procurement, business, compensation, credit, training, integration, printing, security, java, wireless.
To write great resume for channel business manager job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Channel Business Manager Resume
The section contact information is important in your channel business manager resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Channel Business Manager Resume
The section work experience is an essential part of your channel business manager resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous channel business manager responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular channel business manager position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Channel Business Manager resume experience can include:
- Develop strong working relationships with Vocollect Territory Account Managers to drive sales campaigns with partners and to promote partners to the TAM’s
- Excellent instincts and proven ability to interface at a senior leadership to individual contributor level with ease
- Experience of progressive channel development experience
- Managing potential partner conflict by fostering excellent communication internally and externally, and through strict adherence to partner rules of engagement
- B2B experience in developing a pipeline, building new accounts and increasing sales in existing accounts
- Experience in selling industrial automation products like Transmitters, PLC’s, Tank Gauging Systems, Gas regulators, Gas Flow meters etc
Education on a Channel Business Manager Resume
Make sure to make education a priority on your channel business manager resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your channel business manager experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Channel Business Manager Resume
When listing skills on your channel business manager resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical channel business manager skills:
- Relevant experience with Gaming/Consumer Electronics/FMCG channel management experience
- Solid understanding and experience with B2B contracts for distributors, manufacturer’s representatives and OEMs
- Demonstrated experience cooperatively working in a sales team to achieve results
- Evaluation of Technology skills and capabilities, can they introduce new products to open new market sectors
- Growing strong and strategic relationships with each channel partner
- Managing a differentiated experience for channel partners and customers
List of Typical Experience For a Channel Business Manager Resume
1
Experience For Inside Channel Business Manager Austria & Switzerland Resume
- Demonstrated "hunter" sales and account management skills
- Progressive channel development experience
- Focused. Business minded. Able to prioritize
- Progressive channel development experience within the required territory (Egypt & North Africa)
- Business minded. Able to prioritize
- Fast paced, high growth company experience
- Focussed. Business minded. Able to prioritize
- Demonstrate company’s $ pull through ratio is highly desirable
- Review adoption rate of Promotions and seek feedback from Partner on success and how they could be improved to increase effectiveness
2
Experience For Inside Channel Business Manager Resume
- Planning and Sales Analysis
- Enable partner sales and pre-sales staff to become capable of identifying, progressing and closing Palo Alto Networks technology business
- Enable partner sales team through hands-on coaching and training
- The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, and contract adherence
- The role holder is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success
- Create demand by prospecting through assigned partners and at end customers
- Analysis of their Return on Working Capital to enable learned discussions on increased profitability
- Knowledgeble of distribution inventory turns, optimization and POS reporting requirements
3
Experience For Channel Business Manager Sled Mid-atlantic Resume
- Together with the reseller management regularly confirm all members of their team are aware and working towards the agreed objectives of the plan
- Reseller and company CBM to have detailed understanding of Palo alto Networks complete product and services portfolio
- Scope and build Business Plan to support onboarding of proposed Partner
- Grow Honeywell share within partner’s total business
- Own coverage for all SIs and OEM’s under 500K
4
Experience For Channel Business Manager Spain & Portugal Resume
- Meet and exceed all key performance metrics including but not limited to: daily call and sales activities, pipeline creation, channel partner need handling response time and quality SLA’s, growth rates
- Aligns with the Area Partner Director’s strategy for the geography
- Ales experience in a fast-paced, high volume environment with a proven track record of successful achievement against regional quota and productivity metrics
- Proven ability to engage in meaningful sales conversations with all levels of management and technical professionals
- Evaluation of Partner Management Team’s strength, as well as their Credit and Financial stability
- Listen to the Partner(s). Share and communicate their needs to Palo Alto Networks’ teams; translate Partner needs into solutions. Be the Partner spokesperson for success requirements
- Active experience with System Integrators and/ OEM’s
5
Experience For Channel Business Manager, North China Resume
- Build and maintain long-term professional relationships with
- Drive the sale of the company’s portfolio through nominated resellers to achieve financial targets that adhere to the strategy set at country or regional level
- Progressive channel development experience
- Champion the needs of the reseller and distributor within the company, ensuring the highest levels of responsiveness and engagement are met
- Manage, administer, deliver and or create certification training for partner sales and partner systems engineers. The ability for partners to successfully lead an evaluation process and post-sales engagement is critical for sales alignment
6
Experience For Channel Business Manager, Southeast Region Resume
- Work with field sales, corporate, and partners directly to ensure that our partner portal is equipped with the right content to enable our national teams to be informed and successful at delivering our value proposition
- Collaborate with Field Marketing to manage the MDF process including budget allocation, resources, & logistics to ensure success for any partner related demand generation activity
- Metric tracking and reporting based on Revenue and Pipeline goals, Partner initiated business, Sales and SE Certification, Program Compliance, other key performance indicators
- Excellent presentations skills, verbal and written communication, and interpersonal relationship skills
- Progressive channel management experience, preferably in the enterprise security space
- Deep relationships, knowledge and expertise working with national partners, specifically Optiv
- Interface with current federal partners on a daily basis to educate partners on the Palo Alto Networks NextWave partner program value proposition
7
Experience For Senior Channel Business Manager Resume
- Leverage federal distribution partners as part of the Business Plan to achieve Partner growth / goals
- Collaborate with federal partners to identify sales opportunities, enable pipeline growth and drive partner connectivity to Palo Alto Networks
- Drive partner’s revenue generation activities
- Review, monitor and report on promotions, enablement tools, deal registration and rebates with Partners
- Act as a possible facilitator between partners and appropriate Palo Alto Networks federal sales reps to help partners close sales opportunities
8
Experience For Channel Business Manager Italy Resume
- Interact with other Channel Business Managers as needed for the purpose of strategic alignment
- Learn and maintain knowledge of Palo Alto Networks solutions and technologies, competitive products and industry trends
- Build and maintain Partner Business Plans as necessary
- Achieve a high level of partner satisfaction
- Interface with current partners on a daily basis to educate partners on the Palo Alto Networks NextWave partner program value proposition
- Leverage distribution partners as part of the Business Plan to achieve Partner growth/goals
- Collaborate with partners to identify sales opportunities, enable pipeline growth and drive partner connectivity to Palo Alto Networks
- Follow up on qualified opportunities received by MSSP Sales Desk
- Primary activity is knowledge of available offers and closure/order process
9
Experience For Channel Business Manager Resume
- SE support is provided by the Enterprise/Channel Team
- Work with Channel Sales Managers to understand the needs of their markets and their local sales teams
- Interface with current partners on a daily basis to educate partners and internal PANW CBM’s on the Palo Alto Networks MSSP offers and services available and alignments to their counterparts in the field
- Facilitate training for partners on Palo Alto Networks products, sales plays and enablement tools, leverage MSSP channel enablement programs and regionalize for use
- Act as a possible facilitator between partners and appropriate Palo Alto Networks sales reps to help partners close sales opportunities, primarily in SLED/NAMED segments
10
Experience For Inside Channel Business Manager Austria & Switzerland Resume
- Progressive channel development experience
- Collaborate closely and triage deal support to AT&T, Verizon and CenturyLink MSSP CBM team
- Have key relationships built at AT&T, Verizon and CenturyLink, Tier 2 MSSP’s and large systems integrators
- Supporting the development of the partners coverage plans and needs to develop strategies and business plans that enable new regional ‘start-ups’ and offices in areas of low coverage
- Leading and aligning the strategic planning on the account to the different business unit’s objectives. They are also responsible for the delivery of Operational Excellence in support of the Account Management Strategy
- Providing leadership and direction to the extended staff that support the account. Ensure that those relationships are strong and aligned to all parties’ objectives
List of Typical Skills For a Channel Business Manager Resume
1
Skills For Inside Channel Business Manager Austria & Switzerland Resume
- Superior relationship building skills across internal and partner stakeholders
- An in-depth knowledge and experience of the market place in which Xerox and its competitors operate
- Understanding the local market place, the key players that operate within that market place, and the key drivers of potential new partners in the marketplace
- Experience of operating in an indirect working environment at a Senior Exec level as well as through sales, marketing and support functions
- Substantial sales and marketing experience in a channel sales environment, including competitor information
- Experience of managing budgets and executing programs
- Successful proven track record of negotiating and influencing new business
- Experience in selling industrial automation products like Transmitters, PLC’s, Tank Gauging Systems, Gas regulators, flow meters etc
- Experience in selling industrial automation products like Transmitters, PLC’s, Tank Gauging Systems, Gas regulators, flow meters etc…
2
Skills For Inside Channel Business Manager Resume
- A good understanding of GSI operating models
- Experience in working on mobile condition
- Increase overall performance of the organization by creating strong customer relationships and new customer partnerships within your organization
- More than 5 years’ experience in handling Technology or FMCG Business in Central or East Java
- Communicates well, both orally and in writing, and has the skill to influence through persuasion in a formal context
- Experience working for or with a National Solution provider: 3-5 year min
- Proven track record of exceeding performance objectives
3
Skills For Channel Business Manager Sled Mid-atlantic Resume
- Experience and success operating within the Enterprise/Major Accounts/Globals market
- Be able to demonstrate a track record of success in developing Channel partners
- A strong understanding of the sales process and Business Needs of the named partners
- Experience in Executive level selling
- Good knowledge of our customers’ businesses and drivers
- A track record to demonstrate the ability to find, develop and close sales
- Developing strategic business plans including financial planning to support initiatives and joint projects that deliver the required ROI back to the business
4
Skills For Channel Business Manager Spain & Portugal Resume
- Supporting the retention and development of the partner sales force and strategic business development planning to increase Xerox market share
- Working with Honeywell other businesses and engage channels for driving growth
- Handling multiple brand strategy through multiple distributor partner
- Traveling within the country or region is required, with some trips within Europe and to US
- Delivering revenue growth with the Partner
- Articulating the Xerox Value proposition to the partner and provide a differentiated level of consultancy to the partner
5
Skills For Channel Business Manager, North China Resume
- Working with HPS larger sales team to create healthy business environment for channels
- Building senior exec relationships with key stake holders
- Driving sales discipline among channels (monthly reporting, linearity in orders, revenue and payments disciplines)
- Identifying gaps in the current coverage and expand existing channels as well as appoint new channels whenever needed
- Meeting sales targets on monthly, quarterly and yearly basis for different product portfolios
- Driving sales for break through Initiatives (BTI), Core Growth Initiatives(CGI) and create healthy sales pipeline
6
Skills For Channel Business Manager, Southeast Region Resume
- Driving various global programs among channels trive sales volume
- Reporting and forecasting Partner Revenue and profitability to Xerox
- Successful proved track record of achieving and exceeding sales targets particularly in developing new business streams
- The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget
- Self-motivated capable of working to challenging team/personal targets
7
Skills For Senior Channel Business Manager Resume
- Responsible for partner being certified and having a clear program via company education to maintain / improve both sales and technical competence
- Maintain partner compliance with training, certification and support requirements resulting in excellence of service to our customers
- Interface with Marketing team to execute federal marketing programs and events
- Interface with marketing team to execute marketing programs and events
- Management and development of the value proposition for the Partner including rebates, investments and targeting
- Metric tracking and reporting based on PID, PDD, Sales and SE certification, NFR, AVR creation, portal activity
- Mutual Action Planning and quarterly monitoring the progress
- Adept at moving quickly between low-level execution and high-level strategic thinking and organization
8
Skills For Channel Business Manager Italy Resume
- Manage all functions of the relationship: sales training, sales meetings, business plans, marketing programs, field
- Be a trusted business advisor influencing the Partners to influence the strategic direction, sales coverage planning, MIF
- Build business plans with key identified partners to execute on building opportunities and closing business
- Full understanding of application software, MDS and the production market
- Articulate verbally and in writing
- Accountable for the High Touch Account Mapping & Engagement between Palo Alto Networks and the reseller, review feedback between both teams on a regular basis
- Drive regular customer demonstrations and evaluate win ratio against blind pricing opportunities
- Understand their compensation structure and articulate rewards of overachievement for both the team and the individual when positioning company’s product
9
Skills For Channel Business Manager Resume
- Knowledgeable of distribution inventory turns, optimization and POS reporting requirements
- Agree and create strategic plans that address all functional areas of their business; to include SMART objectives for Sales, Marketing and Services
- Manage the delivery and certification of authorized training, professional services and front line support programs
- Facilitate training for partners on Palo Alto Networks products, sales plays and enablement tools
- Facilitate the joint selling between target MSSP partners, our channel team and our direct sales team
- Collaborate closely with MSSP Center of Excellence to address onboarding/mass enablement for focus MSSP’s in region
- Deep relationships, knowledge and expertise working with national partners, specifically Accenture
10
Skills For Inside Channel Business Manager Austria & Switzerland Resume
- Full understanding of application software, MPS and the production market
- High business acumen with a sales, marketing, and solution development mindset
- Capable of performing in a virtual team environment
- Position is based ideally in or close to London, focusing on mainly the UK market, but with possible extensions into Ireland and South Africa
- Develop and present a QBR outlining your program capture, milestones, and sales execution
- Develop a list of target partners to work with, whether existing or net new, in order to cover the target addressable market
- Think ahead, be pro-active and take ownership
- Native level in Japanese and business level in English
- Develop and maximize Honeywell presence and market share in designated accounts and territory
List of Typical Responsibilities For a Channel Business Manager Resume
1
Responsibilities For Inside Channel Business Manager Austria & Switzerland Resume
- Three (3) or more years of proven successful channel sales experience
- Gain an understanding of the local market place, and the key players that operate within it
- Experience managing distributors global and local
- Progressive channel management experience within the enterprise network security industry
- Driving business through channels and increasing sales volume at least 20%
- Managing the internal and external resource aligned to the partner as defined in the Accountability Matrix to ensure efficient resolution of partner issues
- The Support and management of acquisitions projects, leading negotiations, agreeing contracts and commercial terms with the Partner on behalf of Xerox
- Channel performance management - Addition of new channels and manage existing channels
- Channel Training for various authorized portfolio
2
Responsibilities For Inside Channel Business Manager Resume
- Train sales and technical teams to competently up sell / cross sell company’s solutions including possible integration with alliance platforms
- Promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners business model and drivers
- Grow a broad support network across all stakeholder groups and act as a catalyst to drive business
- Be a trusted business advisor influencing the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments
- Advise and support Partners in developing a business plan to achieve the territory plan both in terms of revenue and units across the product ranges. Introducing innovative ideas, challenging current thinking and achieving support from the key stakeholders
- Analyze the Partners short-term and long-term business and financial performance to identify areas for improvement, and consulting with the Principal to develop action plans to close any strategic gaps
- Rationalization of the channel through termination of relationships with failing channel partners without a negative impact to Xerox
3
Responsibilities For Channel Business Manager Sled Mid-atlantic Resume
- Provide Xerox teams with regular feedback on the market place, market trends, business risk, program’s effectiveness and Partners challenges and for proposing innovative solutions and actions plans
- Presentation skills to be utilized with Partners and end user customers
- The CBM needs to understand the local market place, the key players that operate within that market place
- Deep relationships, knowledge and expertise working with national partners, specifically Dell
- Promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners’ business model and drivers
- To promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners business model and drivers. Ensuring Partners understand their responsibilities and obligations within the partnership with Xerox
- Building an effective working relationship at a senior level to build trust and engagement from the Partners. To be a trusted business advisor to the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments
4
Responsibilities For Channel Business Manager Spain & Portugal Resume
- Rationalisation of the channel through termination of relationships with failing channel partners in a way that doesnt negatively impact on remaining channels or Xerox
- Leading the account team and aligning the strategic planning on the account to the different business unit’s objectives. They are also responsible for the delivery of Operational Excellence in support of the Account Management Strategy
- Providing leadership and direction to the Account team and the extended staff that support the account. Ensure that those relationships are strong and aligned to all parties’ objectives
- Structured. Focussed. Business minded. Able to prioritize
- Position is based ideally in or close to London, focusing on mainly the UK market, with possible extensions into Ireland
- Manage, administer, deliver and or create certification training for partner sales and partner systems engineers
- Work within the UK channel team and report into Director EMEA Channels and into Regional Sales Leader
- The ability for partners to successfully lead an evaluation process and post-sales engagement is critical for sales alignment
5
Responsibilities For Channel Business Manager, North China Resume
- Engage with key partners in combination with field sales to establish extended services partners
- Work with field sales, corporate and partners directly to ensure that our partner portal is equipped with the right content to enable partner sales, sales engineers and management be informed and successful at delivering our value proposition
- Manage the registration, pipeline build, & forecast for all partner deals within territory; and also directly manage the sales process with partners for all deals less than $30K
- Focus on a set of the largest channels (Diamond, Platinum, Gold levels)
- Work closely with channels and drive them to work on Honeywell PMC / HPS sales
- Coordinate internally to meet channel as well as end customer requirements
- Channel qualifications for various products and territories
- Channel excellence – Contracts management, Due diligence, Point Of sale etc
6
Responsibilities For Channel Business Manager, Southeast Region Resume
- Develop and execute regional joint business plans which drive all aspects of the partner relationship including: sales and pipeline development, executive interlocks, business development, enablement, certification plans and partner marketing
- Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organization
- Present and promote Palo Alto Networks value proposition and capabilities, enabling the partner to build a profitable Palo Alto Networks business
- Develop and execute capacity plans to assure partner is well positioned to deliver successful customer implementations
- Regular communication across the region, which promotes the success of the partnership
- Lead regular business performance / relationship reviews with senior management
- Channel sales experience in a fast-paced, high volume environment with a proven track record of successful achievement against regional quota and productivity metrics
7
Responsibilities For Senior Channel Business Manager Resume
- Promote the Xerox value proposition to assigned partners
- Establish Palo Alto Networks, Inc. as the standard and build contractual vehicles and milestones to measure success
- Work within the Swiss and Austrian Channel Team and report into Director Channels, CEUR
- Structured. Focussed. Business minded. Able to prioritize. A-player. Team player. Willing to be part of an ambitious, successful, fast growing company, offering unique and disruptive technology that addresses the security business needs of a fast growing customer and prospect base
- Progressive channel development experience within the required territory (Morocco)
8
Responsibilities For Channel Business Manager Italy Resume
- Work within the Italian channel team and report into Director Channels, SEUR
- Within the overall plan, ensure that there is adequate support from partners in the territory to develop and close business on specific technology areas of Palo Alto Networks offerings eg Traps, GPCS, Evident and so on
- Show the way – be confident and capable in developing Palo Alto Networks opportunities directly with the end user to be the example to partner sales staff and, later, support them in end user opportunities
- Create and take initiatives to build a channel community of committed and knowledgeable channel sales and technical people
- Work within the UK channel team and report into Director WEUR Channels and into Regional Sales Leader
- Position is based ideally in or close to Glasgow/Edinburgh
9
Responsibilities For Channel Business Manager Resume
- Key relationships built at numerous VAR's and large systems integrators at all levels in territory is desirable
- Demonstrable ability in end user sales is also desirable
- Collaborative approach – team player
- Execute and support channel account plan for each assigned partner and meet defined targets for sales and other key performance metrics
- Work with outside Channel Business Managers, Regional Sales Managers, and Field Sales Engineers to drive and ensure sales collaboration
- Achieve annual revenue goals through management of assigned channel partner relationships
- Consult with partners and end customers to create sales opportunities for S&PS products & services
- Collaborate with end-user sales teams (ADMs & KAMs) to achieve results, customer satisfaction and revenue
10
Responsibilities For Inside Channel Business Manager Austria & Switzerland Resume
- Develop, manage, and monitor partner & customer relationships for the assigned geography
- Manage expenses and costs appropriately 50-75% Travel as required to meet with customers and
- Channel conflict management
- A little travel is required
- Analyze and solve problems with innovative, creative solutions
- In Global System Integrator Business Management, Channel Management or Business Development role within the enterprise software ecosystem
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