Channel Partner Manager

UK or USA — Business Development

PRIMARY FUNCTION

The role of Channel Partner Manager (CPM) at activpayroll is to build a resilient set of commercial relationships which complement the Company’s direct selling activities both with customers and technology partners. Specifically, the Channel Partner Manager will seek to strengthen some of the existing commercial relationships and attracting new channel partners to our network, while bringing governance and rigour to lead management, opportunity qualification, and pre-sales activities to ensure that channel partners and ultimately end customer opportunity passes from sales into operational implementation as seamlessly as possible.

Ideally the CPM will have worked in a commercial sales channel development role in a service led environment previously. Our objective is to become the world’s premier international payroll provider in up to 180 geographies where activpayroll become positioned as the #1 provider whether measured by value, volume or ease of doing business with.

A secondary function of the CPM will be to work collaboratively with Technology and Client Services teams at activpayroll to bring efficiency and step-change scaling capability to our processes and underlying technology.

We are looking for someone with strong interpersonal, negotiation and networking skills with the ability to engage with and influence stakeholders.

ROLE & RESPONSIBILITIES

Principal Operational Duties

  • Develop and maintain Channel partner & prospective Channel partner relationships
  • Identify new prospective Channel partners and progress through qualification to on boarding of new end user clients
  • Educate Channel partners about activpayroll products and additional services
  • Work with Channel partners to develop sales proposals, quotes and pricing
  • Craft and implement activpayroll’s Channel partner sales strategy, including qualification tools, project risk assessment framework and typical project implementation templates
  • Set short and long term Channel partner goals with agreed volume (sales) objectives
  • Develop and process improvements to optimise channel partner management
  • Stay current with the latest developments in marketplace and competitor activity including the creation of the activpayroll ‘attack pack’ by competitor
  • Analyse market trends and accordingly develop sales plans with activpayroll channel partners
  • Work with the marketing team to develop channel partners marketing plans and supporting digital marketing capability using various social media platforms
  • Participation in planning and preparing marketing campaigns along with your own targeted campaigns
  • Deliver presentations and attend sales meetings & Channel partner conferences
  • Support face to face channel meetings with Channel partners and their clients
  • Attend tradeshows, campaigns, Channel partner conferences and other such events.
  • Negotiate pricing with Channel partners to achieves sales in line with activpayroll’s pricing policies and client requirements
  • Assisting in the preparation of appropriate pitching documents, liaising with other product partners, tenders team and services

Interface Activities

  • Supporting the CEO, COO and Technology Head as required with operational and commercial activities
  • Supporting the Commercial & Contracts, Marketing and Business Development teams
  • Accountable for managing and resolving any Channel partner queries and escalations
  • Management of Channel partner expectations
  • Attending networking events and conferences, some of which will be out of normal working hours
  • Providing training as required to Channel partners on our technology platform

Commercial Responsibilities

  • Responsible for all go to market channel partner relationships
  • Assisting the Commercial & Contracts Team with information for proposals as required
  • Assisting the Marketing team in campaigns as and when required
  • Assist Business Development team in sales meetings as and when required.
  • Assist in ensuring that non-routine and/or complex additional work requests from customers are reviewed with Channel partners and the work is understood and scoped, risks identified and a plan and resources are in please before commencing the work.

Competency

  • Minimum 5 years experience in sales with experience in marketing and analysis advantageous
  • Excellent communication and interpersonal skills are required with the ability to ‘win trust’
  • Experience using analytical skills to analyse KPI’s to determine the health of a Channel partner relationship
  • Active listener
  • Must be driven, self-motivated and disciplined
  • Articulate and polished with a professional approach to sales
  • Ability to build relationships at all levels internally and externally
  • Comfortable with technology and capable of learning how to demonstrate a technology platform
  • Happy to travel as and when required
  • Have the ability to negotiate contracts and growth plans with current and prospective channel partners
  • Customer service focussed
  • Team player
  • Presentation skills
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