Channel Sales Manager

Job Description:

This position is responsible for driving the strategic relationship with a select partner or group of partners and achieving the market acceptance, integration, and use of the Vertex products in the accountable channel. The Channel Manager will carry a channel sales quota, as well as administers sales practices, tools, and policies used by the partners to meet and exceed sales goals. The Channel Manager will provide leadership and support the Partners Sales Organization and is a Subject Matter Expert for both Vertex product and service offerings. This role manages and builds relationships within NetSuite or NetSuite Partners with a specific revenue target tied to each. The Channel Manager promotes Vertex software and service offerings and is responsible for increasing revenue, continued growth, and use of the Vertex products in the accountable channel. Works under minimal supervision, exhibiting wide latitude for independent judgement on complex opportunities.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Quota attainment for the specific channel 
• Drive the revenue targets for Vertex solutions in the partner’s Eco system and hold the partner to specific metrics. 
• Channel Partner relationships for all business-related issues 
• Interactions with partner and channel leadership and for maintaining and growing existing partner relationships. 
• Recruit targeted partners per Market Requirements 
• Channel management planning, strategic and operational planning, market development, business planning, and forecasting. 
• Create differentiation messaging of Vertex solution through the partner channel 
• Create/drive channel messaging at industry events (user groups, associations) 
• Promote Vertex solutions through the channel and generate additional Vertex product and services demand through trade shows, webcasts, demos, etc. 
• Address large groups through public speaking, presentation development and delivery, etc. 
• Enable the Sales Demo environment 
• Partner as the SME in pre-sales activities - Participating on sales conference calls, meetings and in RFP execution 
• Assist Partners with opportunity qualification and pipe-line management. 
• Ensure influencer channel is educated and aware of integration and Vertex product functionality and positioning. 
• Provide guidance to and mentor more junior colleagues. 
• 20 - 30% travel 
• Participate in other projects or duties.

KNOWLEDGE, SKILLS AND ABILITIES:

• Demonstrated business development, consultative selling and negotiation skills with results- orientation to meet and exceed channel financial and customer satisfaction goals. 
• Expert knowledge of CRM systems 
• Expert strong mid-market ERP and Ecommerce industry knowledge 
• Expert understanding of Vertex products and how they integrate with select or industry focused 
• ERP systems 
• Expert understanding of the financial/accounting business processes (sales, purchasing, billing, GL) as it relates to transaction tax flow 
• Vertical industry knowledge may be required (e.g., Retail, Leasing) 
• Ability to balance and ensure goals are in alignment with Partner’s strategic direction 
• Strong organizational skills to manage multiple tasks 
• Ability to navigate partner business opportunities through the organization 
• Self-motivated, accountable approach and a strong sense of teamwork. 
• Ability to take initiative to follow through on requests and commitments 
• Ability to exercise strong business judgment 
• Ability to focuses on important opportunities in making business case for strategic partners 
• Ability to recommends action that are consistent with Vertex objectives and goals 
• Ability to balance opportunity size and Vertex resources in deciding when and how to present partner business case 
• Ability to negotiate effectively toward win/win outcomes 
• Ability to be creative 
• Perceives multiple alternatives to each situation 
• Ability to become a trusted advisor and recommend thoughtful solutions to business challenges 
• Ability to effectively optimize partner opportunities through all reasonable means 
• Excellent interpersonal and communication (verbal and written) skills 
• Ability to foster collaboration with channel stakeholders and shares what they know and researches what they do not know 
• Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues. 
• Ability to manage multiple projects simultaneously. 
• Ability to work without supervision. 
• Ability to create formal networks with key decision makers. 
• Ability to listen and understand information and communicate the same. 
• Must possess good organizational skills. 
• Must be results oriented, customer focused, and exhibit good interpersonal skills. 
• Proficiency in Microsoft office packages. 
• English fluency required. May require fluency in language of local market(s). 
• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business, Computer Science, or related discipline, or equivalent work experience. 
• Experience interacting within the Ecommerce and SAAS ERP eco system preferred 
• MBA and / or CPA or equivalent experience preferred 
• ERP, Tax/Tax Technology or Tax Professional Certifications and/ or Credentials recommended 
• Six (6) or more years of experience partnering with sales and marketing with responsibilities to meet and exceed financial targets for assigned region or channel, contract negotiation, and account retention 
• Experience with tax software strongly desired 
• Or equivalent combination of education and/or experience

Other Qualifications

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.