Channel Business Development Manager
The Channel Business Development Managers primary function is to build new business from partners outside of the Managed Partner list.From a selected group of partners, spot opportunities to develop new business, build short version business plans and execute.Through a combination of industry knowledge, relationships, data and management direction advise on partners that should be considered to apply resource to aid in new business generation.Own and direct enablement of the development partners, sales and technical staff, on Intel Security Products and SolutionsWork closely with the channel team, in particular the Distribution Account Manager, to ensure the right resources, skills and knowledge are applied to the selected partners developmentReport progress on development, for example through reports on sales, renewals, deal registrations, teaming plans on a frequent basis as set by the managerPartake and contribute actively within internal meetingsMeet all set training requirementsUnderstand the processes within ISecG and its channel to ensure operational smoothness for the selected partnersHigh degree of on-site presence within selected partner baseWork closely with ISecG and Distribution Marketing teams to develop and deliver coherent and effective sales campaigns.In certain cases meet with end users to assist development partners in salesAct as the conduit between partners and ISecG sales and technical resourcesPromote the selected partners for their capabilities and customer base within ISecG under the guidance of ISecG UK Regional Management.Quickly develop positive relationships with staff of the selected partners at all levels eg sales, technical, procurement, management and executive.Utilise Sales Force for accurate forecasting on a timely basis as required by your managerAchieve set targets on partners which may include number of targeted meetings, deal registrations, teaming plans, closed business, training courses, certifications.Establish strong links and work well with other functional areas of the ISecG business, eg, Partner Care, Channel Technical Enablement, Sales Teams, Finance Teams, Channel Programs, Legal.Prioritization of tasks based on strongest opportunity for business
Inside this Business Group
Experience of the UK Security MarketExperience of working within a channel organisation, or a vendor with a strong channel policyDelivery of sales and marketing campaignsUnderstanding of MDF structures and ROIStrong sales background with evidence of over achievementUtilisation of sales methodologies in past rolesEnd User sales experience would be usefulTime management skillsPrevious experience of Sales ForceCompetent use of Microsoft Office packages
The Intel Security Group combines employees from McAfee and Intel – people with security expertise in hardware, software, and solutions into one business unit focused on building hardware, software, services and end-to-end security solutions. Intel Security Group sets the stage for new levels of collaboration and innovation and will drive leadership in the industry by providing ubiquitous security and identity protection for people and businesses worldwide.