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Channel Account Manager

4 months ago

London, United Kingdom Onyx CenterSource Full time

Onyx CenterSource is the leading global provider of B2B payments and business intelligence solutions to the hospitality industry. Our global team of experts collaborate to solve our clients’ business challenges, enabling our clients to enjoy stronger business relationships with each other by streamlining commission payments, removing friction from the process. This means hotels pay agencies the money they’re owed faster, and agencies receive much-needed supplier revenue more quickly and easily, increasing their desire to direct more bookings to hotels that use Onyx. All of this frees our clients up to focus on strategic, revenue-generating activities.

As a worldwide team with 20+ nationalities represented, we value our differences and use them to best serve our global clients. Every Onyx employee has the opportunity to grow through continual development opportunities, and we’re committed to making a positive impact in our communities and the world.

Onyx offers a variety of benefits to support a competitive total compensation package. You will work in an international and fast paced growing environment full of learning opportunities.

Overview

The channel account manager is a revenue-producing role that is responsible for developing and managing relationships with portfolio of partners with the purpose of driving revenue and leads for Onyx. The role is responsible for selective new partner recruitment, partner engagement in the supplier’s channel program, joint partner business planning for specific partners, and enabling the partners’ and Onyx’s sales resources and supporting their sales efforts. Channel account manager assignments will be primarily focused on Key and Regional partners

Location

Remote EMEA

Scope

Global

Education

Minimum required: Bachelors

Span of Control:

Reports to: Vice President – Partnerships

Oversight: This position has no direct reports

Roles/ Responsibilities

  • Meet revenue targets by developing and maintaining relationships with potential and existing channel partners.
  • Engage and manage supplier resources in support of partnership objectives and sales opportunities (e.g., direct sales, sales engineers, channel marketing, product management)
  • Manage channel pipeline and forecast reporting and track progress through the sales cycle.
  • Drive regular partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities.
  • Work with high-performing and high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews, making changes as appropriate.
  • Enable partner sales staff to identify, prospect and scope sales opportunities in new and existing customer accounts.
  • Provide ongoing product coaching and sales enablement activities, and work with the partner organizations to ensure they complete any required partner product training.
  • Work with partners and other resources (e.g., partner marketing manager) and Onyx marketing team on developing and executing a partner marketing plan to drive demand in support of revenue targets.
  • Review and advise partners on sales responses for RFIs/RFPs
  • Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship.
  • Provide field and partner input and feedback to internal supplier functions (e.g., sales, product, marketing) on tools and programs.
  • Assist in field marketing activities (e.g., staff a trade show booth, deliver sales presentations)

Qualifications

  • Three years of sales experience with defined technology and/or market segments preferred.
  • Preferably able to demonstrate channel partner experience.
  • Demonstrated ability in opportunity identification and value creation.
  • Demonstrated ability to drive cross-functional teaming.
  • Experience with analysis and building models/deal construction.
  • Experience in the travel and hospitality industry.
  • Demonstrated leadership skills.
  • Proven ability to engage and motivate external sales teams.
  • Strong written, verbal and presentation skills
  • Effective communication of technology and product positioning to business users.
  • Ability to mentor/coach

Knowledge

  • Understanding of Onyx product/solution offerings, key competitors, and market trends
  • Partner financials, profitability and business models
  • Familiarity with travel and hotel industry, including market segments relevant to Onyx
  • Strong grasp of travel and hotel technology platforms and processes
  • Insight into the B2B buying process and sales in an indirect sales environment
  • Awareness of standard practices of effective training and coaching

Organizational Interlocks

  • Onyx sales territory account directors
  • Onyx Pre/Inside sales team
  • Onyx product organization
  • Partner leadership and account managers
  • Partner marketing team
  • Onyx sales operations
  • Onyx Product management and/or marketing

Physical Demands/ Travel required

Work associated with this position is sedentary in nature and performed indoors at a desk either remotely or in an office setting.

Travel for this position is less than 10%.

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