Channel Sales Director

3 weeks ago

Bracknell, United Kingdom Tektronix Full time

This is a unique opportunity to lead at one of the world’s biggest and most iconic test and-measurement companies, focused on accelerating the realization of innovative, world-changing technologies. This leader will be instrumental in driving the transformation to a multi-layered and innovative solutions organization, with high sense of accountability and continuous improvement culture to deliver the best customer support and profitable growth for the company.

The Distribution Director EMEA will report directly to the VP of Sales EMEA &India. Geographic location of the position is preferable in Germany (Cologne or Munich), France (Paris) or UK (Bracknell). This incumbent of the role is responsible for the design and execution of the Distribution Go-to-Market strategy for the entire EMEA region, in collaboration with the VP Sales EMEA and respective regional leaders.

**Responsibilities Include**:
Design and implement the EMEA Channel go-to-market strategy and propose the most effective and efficient channel partners, resource deployment.
Handle operational management of Distribution Partners together with Distribution Account Managers as well as support of Sales Operations, Finance, Marketing and Legal (execution and negotiation of contracts, set of annual targets, commercial conditions, marketing plans etc.).
Build and develop a successful team by crafting standard work processes and discipline on how to lead distribution partners.
Leverage sales, marketing, and product leadership to implement strategies to win in a competitive marketplace.
Maintain right level of relationships at necessary levels with partners.
Driven surveillance to anticipate moves from competition to take hold of share in the channel.
Inspire change through efficient processes and metrics motivated leadership.

**In this role, you will be asked to**:
Lead a team of distribution managers for our high service distributors and work closely with the distribution account managers managing local technical partners deployed in the regions together, as well as with regional marketing managers.
Work with and across executive stakeholders to a build strategic vision for channel business.
Expand existing relationships with channel and partners while engaging new ones to drive a diverse, robust channel business and achieve targets.
Outline and implement successful partner sales events to develop the business relationship with existing and new channel partners, system integrators and customers.
Design partner training and certification strategy for EMEA
Optimally develop and complete ambitious sales tactics, business plans, training and support to drive partners to enhance sales and total partnership potential.
Set bold partners plans and targets with goal to achieve sales quotas and lead status of funnel, inventory, and orders across partners.
Proactively identify and address gaps and tool to continuously improve partner enablement.

Proven experience in sales including distribution sales in high-tech companies.
Demonstrated success handling existing and prospecting new channel sales partners.
Track record of success in sales with results driven demeanor.
Highly motivated and passionate about building outstanding teams and creating a great workplace environment.
Build followership and consensus with effective communication, influence and presentation skills.
Excellent time and territory management habits.
Technical degree in Electronics or Telecommunications engineering (or similar).
Proficient in English (other languages are a plus).
Ability to manage and drive engagement across the full EMEA organization, including indirect reporting.

LI - Remote
We Are an Equal Opportunity Employer

LI - Remote
Tektronix, a wholly owned subsidiary of Fortive Corporation, is a place where people are challenged to explore the boundaries of what’s possible, bringing the digital future one step closer every day. Through precision-engineered measurement solutions, we work with our customers to eliminate the barriers between inspiration and realization of world-changing technologies. We believe that cultivating a deeper sense of loyalty and belonging is key to how we attract and retain our best people. This reality inspires our Inclusion & Diversity vision, We Are More Together, and guides our approach as we all work toward creating great places where our teams work and thrive. Realize your true potential at Tektronix - join us in revolutionizing a better tomorrow

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