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Channel Account Manager Full-time Job

1 month ago Marketing & Sales Delhi   164 views
Job Details

JOB DESCRIPTION

About the Role

The Channel Account Manager (CAM) position will be responsible for establishing & expanding strategic relationships with Global Systems Integrators. The CAM will be responsible for developing strategies and building the global partner plan, identifying and executing upon a range of joint go to market opportunities with them.

As one of the fastest growing enterprise start-ups in the world, it is essential that each team member in our organization can pivot, be dynamic, and wear multiple hats if needed. A successful CAM at AppDynamics will be extremely sales oriented, with a broad understanding of the partner community and able to influence at all levels.

This is an opportunity to join a small rapidly expanding Global Outsourcers and System Integrators team and have a significant impact on the overall business of AppDynamics.

About You

You are an assertive leader with strong relationship and negotiation skills admired for your strong, dynamic presentation skills. You will be based in the Bangalore area

Extensive experience and a proven, demonstrable, track record in driving Global System Integrator relationships

Ability to understand partner business priorities, identifying opportunities for the creation of value for Partners, Customers and AppDynamics

Successful enterprise software and consultative selling capabilities at C-level in both Partner and Customer environments

Good organizational skills, capable of handling tactical items while never losing sight of longer term strategic goals

Experience in working with on-site/off-shore personnel across the globe in different time zones.

Results-driven, energetic, confident, self-sufficient, self-motivated, commitment to success, and strong work ethics

Responsibilities

Own the overall global plan for business expansion through strategic Global System Integrators (measured against revenue targets)

Have deeper understanding of partners business and identify strategic initiatives/opportunities, engages with Partners Center of Excellence, Verticals/Sales and Delivery teams to maximize revenue for the partnership.

Identity, develop, and strengthen key strategic relationships including executive sponsor, practice leaders, sales & pre-sales leaders, solution architects & practitioners, etc.

Educate and enable partners to position, influence, and sell the unique joint go-to-market solutions, and generate opportunities around them to develop joint sales pipeline.

Actively promote the partnership both within AppDynamics and the partner organization to drive strong field sales relationships and convert the joint sales pipeline into revenue for the partnership.

Constantly identify and execute on cross-sell / up-sell revenue opportunities to grow the partnership within the joint customers.

Establish centers of excellence (COE), drive enablement across various teams: solution architects / practitioners, develop competencies, and support the partner during delivery for a successful customer engagement.

Build and manage champions within the assigned partner Organization

Drive regular cadence with the partner to monitor incremental progress / results

Just a note

Note to Recruiters and Placement Agencies: AppDynamics does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any AppDynamics employee. AppDynamics will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of AppDynamics.


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Company Description
A proven industry leader - powered by Cisco - with an unrivaled vision of the future of application performance management and AIOps