Partner / Channel Account Manager, IT/Telecoms

People Com Ltd
Up to £30k base plus £15k commission
19 Oct 2016
17 Nov 2016
Contract Type
Partner sales channel telecommunications "channel account manager" "partner account manager"

Partner / Channel Account Manager (x 2 vacancies)

Up to £30k base plus £10k - £15k commission and benefits


Team Description & Purpose of Role

Our client is the owner operator of Europe's largest cloud services platform, which encompasses over 67,000 km of lit fiber, 12 data centres, 13 Virtual Data Centres and 31 collocation centres, with connections to 195 additional third-party data centres across Europe.

Its full-service Unified ICT platform serves international enterprises, as well as every major European telecommunications incumbent and the major operators of North America, East and South Asia, governments and universities. These organizations find us the ideal partner for computing, connectivity and communications and developing new services.

Its Unified ICT strategy has proved attractive to enterprises looking for a scalable, secure and unconstrained platform on which they can build their voice, video, computing and data services, as well as service providers in need of high capacity international data transit and infrastructure. With established operations throughout mainland Europe, North America and Dubai, theyalso own and operates dense city networks throughout Europe's major business centres.

This role fits under the Business Markets In-Direct line of business which currently has a team of 10 heads in the UK. This position will report directly into the Channel Sales Manager Based in the Nottingham office. The team is currently responsible for managing over 900 Channel Partners giving a Monthly Re-Occurring Revenue in the region of £1.57m. Due to a recent acquisition, there is now an opportunity to offer the Channel Partners access to full-service ICT platform, providing additional revenue streams.
They have aggressive plans for 2016 and beyond with opportunities for career progression.

Job Responsibilities

- Primary commercial contact on assigned accounts and ultimately responsible for the customer
* Strategic challenger within customer base to drive revenue growth.
* Promotion and sales across the our unified ICT portfolio including cloud computing, connectivity and MPLS, communications, voice and Skype for Business.
* The role is responsible for both customer retention (customer relations, service MACs and existing service growth) and customer growth (strategy engagement, solution development, c-level relations).
* Managing an assigned and established customer base, the AM supports all post initial-sales activities, ensuring high levels of customer satisfaction and ultimately, customer retention.
* Build a prospect pipeline from a standing start within this base via own initiatives.
* Work with the considerable marketing support available to drive further prospecting initiatives.
* Provide full visibility of business potential through the Salesforce CRM.
* Provide timely and accurate business forecasts.
* Work with Product Management and Pre-Sales to create proposal and design documents.
* Act as an ambassador for the customer and own customer satisfaction, ensuring appropriate escalation where necessary to drive appropriate results.

Experience Required

- Must be strong at account retention and growth.
* Demonstrable experience of achieving high growth targets
* Experience in managing complex customer requirements and working with C-Level contacts
* Excellent understanding of hosted environments and virtualisation technology.
* Excellent understanding and interest of connectivity with associated technology within the telecommunications industry.
* Solid understanding of Unified Communications and market technologies such as SIP, Lync and Skype for Business.

Person Specification

- Good presentation skills essential and experience of presenting RFP responses. Also experienced in working with bid management, pricing and legal teams. A track record of hitting sales targets is essential.
* Able to work under pressure and on own initiative, with demonstrable ability to orchestrate an internal team to resolve issues and build customer solutions.
* Positive and approachable with an aptitude for teamwork.
* Commercially astute with an ability to 'get things done' within the boundaries of our capability to deliver

More jobs like this