Cloud Channel Account Manager at Liquid Telecom

Job description

Cloud Channel Account Manager

Role overview

The Cloud Channel Account Manager is responsible for success of the Liquid Telecom Group’s cloud partner channel within a defined territory. It is a senior sales role combining consultancy expertise, technical knowledge and industry experience to support and drive partners to solve customer business challenges with technology solutions. Key functions include partner recruitment, partner enablement, partner progression, reseller sales, attainment of target key performance indicators and supporting regional teams to develop and grow Liquid Telecom’s cloud business though partners. The Cloud Channel Account Manager implements the channel sales objectives, initiatives and sales strategies both directly and with relevant regional partner channel structures to maximise revenue, meet sales targets and attain specified non-revenue channel growth targets. The role supports partners to identify, qualify, propose, and close deals in an effective and efficient manner, with supporting proposals, value propositions and business cases, enabling customers, partners and account teams to select the optimal solution to meet budget, business and technical requirements.

Key Deliverable

• Sales:
  • Assist regional teams to identify, scope, present and sell complex cloud solutions.
  • Develop and deliver customer- and partner-facing presentations on Liquid Telecom’s products, services and propositions.
  • Perform ‘Day in the Life’ studies to identify new opportunities.
  • Engage and develop C-level and senior management customer and partner contacts in various roles – technical, commercial, operational etc.
  • Provide thought-leadership to partners through regular engagement and workshops.
  • Lead discussions with partners on the technical solution design for customers.
  • Assist partners in assessing cost requirements to compile the commercial proposition.
  • Define proof of concept or trial/pilot programs with key success criteria in agreement with partners and customers.
• Partner Readiness:
  • Support partners to document customer requirements in standardized format.
  • Support partners to evaluate the customer’s technical infrastructure with which solutions will be integrated.
  • Define solution training requirements, build and lead partner ‘train the trainer’ programs.
  • Support partners to communicate solution benefits with a business case and return on investment.
  • Support partners to develop and maintain an accurate pipeline of opportunities.
  • Understand and communicate the status, blockers and next steps of top opportunities.
• Collaboration:
  • Engage with digital services product management.
  • Engage with external solution providers.
  • Engage with other areas within Liquid Telecom to ensure that the proposed solution can be delivered and supported.
  • Assess partner and customer satisfaction of solution, capture lessons learned and share these with the appropriate teams to facilitate improvement in the
  • Liquid Telecoms products, services and value proposition.
  • Self-Development and Team Work:
  • Identify and attend relevant seminars, workshops and courses.
  • Identify and attend online courses.
  • Contribute to the success of others.
  • Leverage others for your success.
  • Conduct presentations on topics relevant to field of expertise.
  • Assist on topics relevant to field of expertise.

Key Decisions:

• Decides on technical solutions to be scoped with partners.
• Decides on partners to be used in development of relevant solutions.
• Decide on identification and development of high-value strategic partners
• Decides on priorities for partners to maximise impact and revenue

Accountable for:

• Accountable for managing a portfolio of opportunities with cloud partners.
• Accountable as primary technical and/or solutions contact on key partner accounts.
• Accountable for attainment of revenue and non-revenue targets for resellers.
• Accountable for prioritisation and selection of partners in the cloud partner channel.
• Accountable for developing and implementing partner sales strategies with the regions to maximise revenue.
• Accountable for informing and executing value propositions, go-to-markets, promotions and incentives for partners.

Education:

• Commercial, business or IT-related bachelor’s degree or diploma - Essential
• MBA or similar commercial, business or IT-related post-graduate qualification - Desirable

Professional:

ICT pre-sales experience 3 years - Essential

Job Related Knowledge Required:

• Enterprise & Small and Medium Business software sales.
• Interested in and inquisitive about innovation and technological trends.
• Pipeline management.
• Cloud services.
• Channel management.
• Solution sales.

Role Related Skills Required:

• Negotiation skills.
• Problem solving.
• Leadership, particularly virtual teams.
• Communication.
• Working in a multi-faceted team.
• Innovation.
• Entrepreneurship.
• Communication and presentation skills.
• Microsoft Office (Outlook, Skype/Teams, Excel, Word).