Account Manager, Distribution Partner
Company: EMC is now part of Dell Technologies
Location: Bedford, Massachusetts
Posted: December 24, 2016
Reference ID: 173932BR
Works closely with new and existing partners to establish relationships that drive new business, retain existing customers and develop the Partner Ecosystem. Responsible for driving Channel revenue growth consistent with the overall revenue and growth targets of the region, theatre and the corporation. Revenue opportunities are identified and realized through research, collaboration, influence, relationship/account management with and through, distributors, resellers, partners, partner's lines of business and direct sales in assigned territory or region.
Carries out programs and represents RSA in all activities associated with channel support. Observes and educates partners about RSAs programs, products and solutions that can benefit customer's needs. Demonstrates knowledge of the organization's entire product line; may have more in-depth knowledge on a subset of products or services. Works with partners on go to market strategy and facilitates partnering efforts with RSA Field Sales. Engages RSA Field Sales and BU specialists early on to communicate strategy and ensure collaboration. Understands how to work with all (VAR, Tier 1, and Distribution) partners. Executes and educates partner community on programs and influences the adoption of RSA solutions. Adds value in the sales cycle of partners opportunity by acting as an RSA sales coach or by contributing personally in a given customer opportunity. Ideally has end user sales experience. Adds value in the sales cycle of partners opportunity by acting as an RSA sales coach or by contributing personally in a given customer opportunity. Ideally has end user sales experience.
Principle Duties and Responsibilities
+ Typically covers small to mid-size partner accounts or territories
+ Develops and implements strategies for targeted accounts
+ Maintains a network among field sales and the partner organization, as well as colleagues and customers to share information and build prospects. Position partner(s) into the local/regional/theatre Go-to-market and coverage model.
+ Anticipates the customer's needs & formulates effective solutions
+ Manages basic negotiations
+ May work with some supervision
+ In-depth knowledge of industry and multiple areas of Channel sales
In-depth knowledge of RSA products/solutions and may have specialized training within a product line
When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.
**Critical Hiring Criteria:**
+ Ability to influence others to achieve results
+ Ability to manage in a matrix environment
+ Strong comprehension of RSA product portfolio along with good understanding of the competition
+ Consultative skills
+ Strong communication skills; oral & written
+ Strategic planning
+ Negotiation skills
400 - SECURITY
US - Massachusetts - Bedford