Channel Account Manager - Madrid - Spain
The Channel Account Manager is responsible for growing and maintaining sales within named VAR accounts (e.G. etail, eCom, DMR) and distributors for Spain ans Portugal channel business. This is a key role in the continued growth of Zyxel’s Iberia business and will contribute significant incremental revenues in 2024.
Key Accountabilities:
* Maintain and develop effective relationships within accounts.
* Develop and execute the channel accounts strategy & business plan and activities for the Channel team, ensuring long-term growth
* Execute the agreed distribution strategy and business plan for each distributor
* Manage the weekly/ monthly/ quarterly cycle via distribution for named accounts
* Manage rebate targets, stock holding goals and marketing plans in line with overall Spanish budgets
* Maintain a level of visibility within sales floors, however key priority is overall visibility and presence of Zyxel
* Conduct QBRs with partners and distributors, ensuring appropriate attendance
* Develop and maintain effective relationships through to exec level in each account
* Define programs to drive partner and distributor awareness and develop revenue
* Responsible for working with local Management and Marketing to help define marketing and delivery plans to generate product and incentive program awareness
* In conjunction with marketing organisation, identify key content, page data, SEO and analytics tactics, positioning etc for maximum exposure on Zyxel
* Monitor competitors and define appropriate tactics & strategy to respond quickly to competitor activity;
provide feedback on competitor trends, market share gains, opportunities etc.
* Manage stock holding levels in line with growth requirement of Zyxel
* Analyse weekly sales out and stock reports to identify product trends and to develop forecasts for product
* Ensure partner claims are reviewed and approved in a timely manner
* Ensure distribution partners understand Zyxel’s partner strategy and work with them to ensure accurate pricing, stock availability and visibility of the Zyxel product range.
* Align with channel head on focus areas quarterly - create plans for business area and ensure it is aligned with EU marketing overarching themes and focus and at a local level
* Agree quarterly activities through distributors and eCommerce partners
* Manage marketing spend and bid pricing within budget allocations on a quarterly basis
* Measure and track marketing spend and report ROI across all distributiona ctivities.
* Set up and administer business processes as appropriate including contracts, logistics, price management, sales out, reporting etc
* Coach and share knowledge with other colleagues within Channel team and wider Zyxel team as appropriate.
Experience, knowledge and skills:
* Demostrable experience within an IT Channel Sales role and in creating and delivering close relationships with suppliers and customers, preferably with VAR, MSP and Integrators.
* Degree Level Education in Business or IT related
* Technical proficiency in broadband and networking products
* Results orientated, motivated by success and achievement and be able to execute on multiple projects simultaneously.
* Strong presenter with effective negotiation skills.
* Excellent communication skills, both oral and written.
* Good interpersonal skills
* Must be an enthusiastic team player with an innovative approach.
* Accountable for the work produced
* Hunter mentality
* Able to work under pressure and be prepared to work in a fast moving and aggressive environment where key objectives need to be met in pre-agreed timescales
* Fluency in Spanish and English is essential. Portuguese is a plus.
If you think you can accept the challenge, pls send your CV, we will reply to all applicants within a week.
The Zyxel Team