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Channel Sales

1 month ago

London, United Kingdom LucaNet Full time

The Role

As Team Lead - Channel Sales, you are a pivotal figure in the Channel Excellence Division. In this role you will oversee the day-to-day running of the Channel Sales Team, who are responsible for recruiting, managing, and supporting these partners, and ensuring that they meet the sales goals and standards of LucaNet.
 
You will be central in overseeing the performance and development of the channel partners/team. In addition to your team lead responsibilities, you will also manage your own portfolio of partners and be the liaison point between the partners and LucaNet, providing them with guidance, feedback, incentives, and resources. You will support the partners to secure net new ARR. You will manage the full cycle of new partner profiling, qualification, and selection in line with the strategic growth goals. Channel Sales Managers will also monitor/collect market trends, competitor news and customer needs, and communicate them on behalf of the partners to the product, marketing, and success teams. 
 
You will also need to support partners in the sales cycle from value proposition, quotations through to contract signature.

What you'll do

Team Lead Responsibilities : Shape and lead the Channel Sales Team, managing day-to-day team activities.  Partnership Account Management:  Actively maintain and expand relationships with existing partners, identifying, and executing on opportunities for growth. This includes regular performance reviews, feedback sessions and strategic planning meetings together with the Channel Success and Marketing Team.  Resource Coordination:  Coordinate with internal teams, including sales, marketing, and product development, to ensure consistency and efficiency of channel strategies. This should be with the goal of supporting partners to secure net new ARR. GTM Strategy:  Work with partners to create and execute a GTM and marketing plan, with initiatives to generate demand and boost ARR.  Partner Recruitment: Identify, develop, and expand relationships with business partners, from profiling, recruitment to business plan alignment.  Partner Program:   Oversee partner contracts, agreements, and rewards to ensure adherence and optimize partner satisfaction and performance. Feedback Loop:  Serve as a voice of the partner and partner customers within the LucaNet Group, providing feedback on the partner program, market trends and requirements.  CPM Industry Trends:  Keep abreast of industry developments, competitive dynamics, and market conditions to identify new opportunities and potential threats.  Performance Monitoring and Reporting:  Measure and report on key performance indicators, such as revenue goals, partner sales results, and market trends. Update and present to senior management on channel partner operations, outcomes, and growth prospects.

What you bring to the table

Channel Sales experience - able to evidence a strong track record of your Channel Sales experience in recent times, preferably in a Team Lead / Senior position [ESSENTIAL] Stro ng relationship building skills - should be able to bring new partners to the ecosystem, maintain relationships, co-ordinate with Partner Sales to understand their workflow & hold accountable. Also act as a bridge between customers & partners [ESSENTIAL] Manage Sales funnels - should be able to forecast & predict opportunities accurately  [ESSENTIAL] Language skills - English +Spanish/German/French - Must be fluent in both languages and understand the way to conduct business in Europe [ESSENTIAL] Understand the needs of the office of the CFO - be able to position LucaNet's offering accordingly Drive & manage Sales & marketing campaigns with our Partners CRM exposure - must be comfortable using CRM systems, preferable Salesforce but Hubspot or other major players also acceptable

Perks at work

LucaFlex – With our LucaFlex working model, you have the opportunity to plan your working hours and location according to your needs and business commitments. Mobile Work – Sometimes a change of scenery can boost creativity and productivity. And sometimes it’s just time for a break. That’s why we offer you mobile work options or a sabbatical. Team Spirit  – We work as a team and like to celebrate as a team, so we take any opportunity to get together, learn together, and celebrate together. Learning & Development – We encourage you to pursue knowledge and inspiration and give you the time, space, and budget to do so. Charity Time – We support you in taking the time to do some good, individually or as a team. Health & Wellbeing – We care about your mental health and wellbeing and provide you with the programs to stay fit, productive, and get the support you need. Generous vacations – We encourage you to take time off to relax, travel, and recharge. – With our Engage process, we support your personal and professional development in a targeted manner and regular talks. Compensation and Company Pension Plan – We are committed to fair pay as well as supporting our people also for their future with a company pension plan and/or pension allowances. JobRad  – We have partnered with JobRad so that you can find your dream bike supported by us. Staff Discounts – Thanks to our corporate benefits partner, you can receive a whole bunch of discounts for different areas.

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