Channel Account Manager for Benelux - Software Multinational (Barcelona)

Date:  Friday, October 10 2008 11:22

Job Overview

This position is responsible for supporting the management of CA channel partners within the Benelux countries. Research, understand and articulate the features and benefits represented by all products authorized to be fulfilled through CA's Channel and have a strong knowledge of the administrative process of fulfilling an order with CA.

Key Responsibilities

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  Work with outside teams including those from other groups that may be responsible for revenue (indirectly or directly) from the named accounts assigned to this position.
  
  
  


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  Meet productivity targets on a weekly, monthly, quarterly and annual basis including phone call volume.
  
  
  


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  Meet revenue quota goals on a monthly, quarterly and annual basis.
  
  
  


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  Proactively contact existing partners to maintain CA relationships
  
  
  


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  Demonstrate the ability to address each partner's unique inquiry, while providing them with the proper information and appropriate solutions based on the opportunity being discussed.
  
  
  


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  Increase partner knowledge of all brands and product lines
  
  
  


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  Solicit new business from resellers, including sales of new products and product lines.
  
  
  


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  Develop an in-depth understanding of the CA product sales cycle and work with each unique Reseller to establish a business practice around selling these CA Products
  
  
  


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  Create business practices in the assigned resellers such that they become self sufficient in representing CA products including:
  
  
  




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  Training and certification of the reseller's sales staff
  
  
  


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  Training and certification of the reseller's technical staff
  
  
  


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  Issue sales related quotas to each individual sales person at the reseller who represents CA products
  
  
  


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  Allocate marketing spend dollars on the CA product lines in which the reseller represents
  
  
  
  
  




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  Motivate partner employees to expand education levels via CA's online training and class room instruction.
  
  
  


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  Develop and maintain positive relationship with Field Channel Sales, Direct Sales and Telesales counterparts.
  
  
  
  


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  Develop and maintain a product proficiency and competency level by attending mandatory training classes and successfully completing required exams.
  
  
  
  


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  Maintain a positive, professional 'total customer service' attitude.
  
  
  
  


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  Demonstrate an understanding of CA's Core Values.
  
  
  
  

Typical Role Definition

Professional Staff. An intermediate level professional Role. Some evaluation, originality or ingenuity required to perform tasks. Knows and applies the fundamental concepts, practices, and procedures of a particular field. Knows the basic job duties. Performs work under general supervision that is varied, and may be difficult, yet typically involves limited responsibility. Works on problems where analysis of situations or data requires a review of a variety of factors.

Job-Specific Authority and Scope

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  Manager is consulted for decisions.
  
  
  
  


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  Typically has no direct reports.
  
  
  
  


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  Typically has no total staff.
  
  
  
  


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  Typically has a geographic focus of Country.
  
  
  
  


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  Typically does not manage a budget.
  
  
  
  

Business Travel and Physical Demands

Business travel of approximately 10 or less percent yearly is expected for this position.

Physical demands:

• Office environment. No special physical demands required.

Preferred Education

Bachelor's Degree or global equivalent, preferably in a business and/or technology related field.

Work Experience

Typically 2 years of Business to Business sales experience with proven results in a quota-oriented environment and/or previous inside or outside sales experience, and an understanding of Channel Sales, technology and technological innovations.

Skills

High energy, goal-oriented, persistent self-starter. Strong team skills. Creative problem solving abilities. Professional communication skills. Must be proficient in Microsoft Word and Excel. Must be extremely detail oriented, enthusiastic and a quick learner. Strong desire to work in a highly-skilled environment. History of achieving and surpassing sales goals. Telesales/Telemarketing experience in a B2B technology environment. Clear and pleasant phone voice as well as courtesy and tact is essential. This position also requires strong judgment and initiative in determining sources of information and in selection of significant data. The candidate should be able to communicate ideas and thoughts clearly, concisely and accurately both in writing and orally.

SALARY

 €30,000 (25,000fix + 5,000variable)