Director of Channel and Partnerships Sales

2 weeks ago

Oxfordshire, United Kingdom Vicon Full time

Are you interested in working on products at the very cutting edge of technology? Want to join Vicon, an Academy Award®-winning company, and the world’s largest supplier of precision motion capture and tracking systems?- Vicon is the world leader in motion capture technology, developing high performance software and hardware products for the entertainment, engineering and life science industries. Vicon products have been used in major feature films, games, and commercials, and Vicon is a crucial measurement tool for biomechanics, robotics, and cutting-edge science. We have offices in Oxford, Denver, Los Angeles and New Zealand.- Vicon is a subsidiary of Oxford Metrics Plc.- We are looking for a
- **Director of Channel and Partnership Sales **to
- ** **manage the relationships between the company and our distributors and partners. To oversee the day-to-day operations of their channel management team, developing training programs for new hires, creating performance metrics, and establishing standards for quality control.- The Director of Channel and Partnership Sales will lead Vicon’s channel sales team and distributor success program to meet revenue and sales growth targets whilst providing support to the network throughout the sales process and in the post-sale environment. The primary responsibility is to ensure revenue and gross profit targets are achieved, whilst being involved in the overall management of the sales and distributor success teams along with ensuring the distributor network are operating successfully on our behalf.- Reporting to the Head of Global Sales, they will be responsible for revenue forecasting by assessing sales and distributor effectiveness alongside other relevant metrics and influences. By analysing every aspect that affects sales, from business tactics to pricing, sales strategies and competitor activities within the geographies pour distributors operate within. In addition, in-depth market research and performance analysis is conducted.- The role is based from our Oxford Office, UK. Given the majority or our distributor network is based in the EMEA and APAC regions. While some flexibility of location via hybrid working is available, the position must cater for supporting the team and network in a time zone of GMT to GMT -2hrs during normal business hours with regular travel to the distributor locations plus customer and conference visits.- The Director of Channel and Partner Sales role is to work with the Head of Global Sales in developing and executing distributor enablement strategies. Distributor sales forecasting in a timely and relevant format is a must, working with the Head of Global Sales to ensure both revenue and production forecasting agrees with revenue, gross profit and inventory targets.-
- The Director of Channel and Partner sales may be asked to work with other companies in the overall organisation to provide advice on channel management and growth.Key Responsibilities
- Managing the channel management team and ergo the direct relationships with current distributors and partners to ensure they are satisfied with their current service levels from Vicon and vice versa ensuring the distributors are providing the required field data back to us (forecasts, competitive activity etc).
- Developing new distributor and partnership relationships (if and when required) and setting up meetings with potential new distributors and partners to discuss how the businesses might work together.
- Developing and implementing marketing strategy by creating a plan that outlines the company’s goals and how they will be achieved within the region and also working with the channel management team to understand if the distributors own marketing activity within territory is up to the expectation of a Vicon distributor.
- Conducting face-to-face and remote meetings with distributors to discuss industry trends, products and services offered by the company, and other relevant topics.
- Monitoring sales trends in order to identify opportunities for growth in existing markets, or the need to develop new products or services to meet changing end customer needs.
- Communicating regularly with distributors to ensure they are satisfied with their experience interacting with the company and its employees.
- Developing and implementing marketing strategies for new products or services to increase awareness and generate interest from potential end customers within the territories of our distributors.

Skills, Knowledge & Expertise
- Bachelors degree or equivalent advanced qualification in business, marketing, or related field
- 10+ years in sales leadership roles, with a proven track record of success, ideally within a hardware/technology sector
- Experience developing and executing channel sales strategy
- Strong understanding of the channel sales process
- Excellent communication, negotiation, and presentation skills
- Experience working with global partners
- Demonstrated success achievin

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