Channel Sales Manager
Tracking Code
214301-969
Job Description
Channel Sales Manager
Vertex Inc.'s new division SMB is currently looking for a Channel Sales Manager who is accountable and responsible for driving the strategic relationship with a select partner or group of partners and achieving the market acceptance, integration, and use of the Vertex SMB products in the accountable channel. The Channel Manager will carry a channel sales quota, as well as administers sales practices, tools and policies used by the resellers to meet and exceed sales goals. The Channel Manager will provide leadership and support the Partners Sales Organization and is a Subject Matter Expert for both Vertex product and service offerings. This role manages and builds relationships with key Reseller and Referral partners in the SMB space with a specific revenue target tied to each. The Channel Manager promotes Vertex software and service offerings and is responsible for increasing revenue, continued growth, and use of the Vertex products in the accountable channel.
Essential Job Functions & Responsibilities:
Responsibilities include, but are not limited to, the following:
* Quota attainment for the specific channel
* Drive the revenue targets for Vertex SMB solutions in the partners Eco system and hold the partner to specific metrics.
* Channel Partner relationships for all business related issues
* Interactions with partner and channel leadership and for maintaining and growing existing partner relationships.
* Recruiting targeted partners per Market Requirements
* Channel management planning, strategic and operational planning, market development, business planning, and forecasting.
* Create differentiation messaging of Vertex SMB solution through the partner channel
* Create/drive channel messaging at industry events (user groups, associations)
* Promote Vertex SMB solutions through the channel and generate additional Vertex SMB product and services demand through trade shows, webcasts, demos, etc.
* Address large groups through public speaking, presentation development and delivery, etc.
* Enabling the Sales Demo environment
* Partner as the SME in pre-sales activities Participating on sales conference calls, meetings and in RFP execution
* Assisting Partners with opportunity qualification and pipe-line management.
* Ensuring influencer channel is educated and aware of integration and Vertex SMB product functionality and positioning.
* Lead or participate in other projects and duties
* Must be willing and able to travel 20 - 30%25%20of the time
We encourage individuals possessing all of the following minimum qualifications to apply immediately:
Education & Training:
* Bachelors Degree in Business, Computer Science, or related discipline or equivalent work experience
* MBA and/or CPA equivalent experience preferred.
* ERP, Tax/Tax Technology or Tax Professional Certifications and/ or Credentials recommended.
Work Experience:
* 12+ years experience with Microsoft and other mid-market ERP s required
* 8+ years experience partnering with sales and marketing with responsibilities to meet and exceed financial targets for assigned region or channel, contract negotiation, and account retention preferred
* Experience with tax software strongly desired
* Demonstrated business development, consultative selling and negotiation skills with results-orientation to meet and exceed channel financial and customer satisfaction goals.
* Knowledge of CRM systems
Specialized Knowledge & Skills:
* Strong Microsoft and other mid-market ERP Tax Industry Knowledge
* Understanding of Vertex SMB products and how they integrate with select or industry focused ERP systems
* Understanding of the financial/accounting business processes (sales, purchasing, billing, GL) at it relates to transaction tax flow
* Vertical industry knowledge may be required (e.g., Retail, Leasing)
* Ability to balance and ensure goals are in alignment with Partner s strategic direction
* Strong organizational skills to manage multiple tasks
* Ability to navigate partner business opportunities through the organization
* Self-motivated, accountable approach and a strong sense of teamwork.
* Takes initiative to follow through on requests and commitments
* Exercises strong business judgment
* Focuses on important opportunities in making business case for strategic partners
* Recommends actions that are consistent with Vertex objectives and goals
* Balances opportunity size and Vertex SMB resources in deciding when and how to present partner business case
* Negotiates effectively toward win/win outcomes
* Creative
* Perceives multiple alternatives to each situation
* Ability to become a trusted advisor and recommend thoughtful solutions to business challenges
* Effectively optimizes partner opportunities through all reasonable means
* Excellent interpersonal and communication (verbal and written) skills
* Fosters collaboration with channel stakeholders and shares what they know and researches what they do not know
* Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues. Ability to manage multiple complex, high visibility or high impact projects simultaneously.
* Ability to work without supervision. Complete latitude for decision making.
* Ability to create formal networks with key decision makers.
* Ability to listen and understand information and communicate the same.
* Must possess good organizational, presentation and facilitation skills.
* Must be results oriented, customer focused, and exhibit good interpersonal skills.
* Proficiency in Microsoft Office Packages.
* Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.
Comments:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned and management retains the right to add or change the duties at any time.
About Vertex:
Vertex Inc. is the leading provider of corporate tax software and services worldwide. By combining advanced technology, sophisticated software, and an exceptional team of experienced tax experts, we help our customers unlock huge process and productivity gains, limit risk, and make tax a more integral, strategic contributor to business success. Our offerings are showcased by Vertex Enterprise, a data-driven, open-architecture approach to tax technology that integrates all direct and indirect tax processes and technologies with host financial system applications on a single platform. The result is increased efficiency, control, transparency and strategic decision making for Tax and Finance departments.
Vertex is a privately held company that employs over 750 professionals at its headquarters in the U.S. (Berwyn, Pa.) and offices in Europe (London and Finland), Brazil (Sao Paulo), Sarasota, Atlanta, Dallas, Fort Collins, Naperville, Phoenix, and Washington, DC.
Since 1978, over 10,000 corporate customers have relied on us for innovative tax processing solutions. We're known for straight talk and keeping promises. Which is why so many global leaders, from American Honda Motor Company to Bristol-Myers Squibb, Callaway Golf, Hewlett-Packard, Mercedes Benz USA, Merck, Pepsi, SAP, Starbucks, Verizon Wireless, and thousands of others depend on us every day.
Over the past 15 years Vertex established a reputation for excellence in partnering and is considered a premier partner with SAP, Oracle, and other leading software providers. Also, Vertex works closely with the Big 4 and other tax accounting firms to provide the most integrated enterprise tax technology solutions available today.
Vertex solutions help companies streamline tax compliance processes and leverage information to discover new strategic tax savings. In addition, they enhance decision information across every major line of business tax, including income, sales, consumer use, value added, communications, and payroll. To serve its customers, Vertex works in partnership with the world s leading providers of ERP software and related services.
For more information about Vertex, visit the Web site atwww.vertexinc.com.
About Vertex Inc. Careers & Our Recruitment Process:
We've earned a reputation as an innovator in terms of corporate culture with our approach to work-life balance and employee development. We offer a collaborative, team-oriented work environment that allows employees to explore innovative ideas from concept to completion. We understand that attracting and retaining top talent needs to be a priority when you're the market leader.
Vertex is not your average company. Long tenure and low turnover rates are the norm. We offer a wide range of excellent benefits, including flexible schedules and Work@Home, tuition reimbursement, a generous 401(k) plan, and a casual dress code. Our VerTYKES Learning Center (for Berwyn employees only) offers an on-site daycare program and is managed by Hildebrandt Learning Center (HLC), a leader in early childhood development programs.
If you d like to learn more about a career with Vertex Inc. or stay up to date with our current job postings, please go towww.vertexinc.com/careersor connect with us in one of the following ways:
* Follow us on Twitter:@VertexIncJobs
* View and Follow theVertex Inc. Company Pageon LinkedIn
* 'Like' theVertex Inc. Careers pageon Facebook
Vertex, Inc. is an Equal Opportunity Employer.
*Search Firm/Agency Representatives Please Read Carefully: Vertex Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Vertex Inc. via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Vertex Inc. No fee will be paid in the event the candidate is hired by Vertex Inc. as a result of the referral or through other means.*
Job Location
King of Prussia, Pennsylvania, United States
Position Type
Full-Time/Regular