Strategic Channel Manager

em SpotOn Connections (ver perfil)
Localização Sliema, Malta
Data de Publicação 04/06/2019
Categoria Economia / Gestão
Tipo Emprego Full-time


Strategic Channel Manager
London, UK

An opportunity for an experienced Strategic Channel Manager to join a leading innovative FinTech player to challenge the status quo.
The Strategic Channel Manager will report to the Business Development function who will be responsible for:
• The acquisition of new business from the travel market segments, targeting Travel Technology providers other potential channel partners in the global travel sector
• Managing and activating a portfolio of existing channel relationships to deliver significant volumes of business

• Create and deliver professional sales pitches taking the lead sales role where appropriate. Performing the role of key facilitator in client meetings and workshops bringing in relevant company expertise as required
• Identify key roles within target partner organisations and develop strong relationships with the holders of those to create effective commercial relationships
• Distil key customer needs from the client and articulate new opportunities and disruptive approaches
• Develop and structure propositions and deals resulting in successful partnerships with channel partners and strategic clients/partners
• Keep abreast of industry news, competitive developments and new payment services and opportunities, with awareness of our clients’ and partners’ response to these competing offerings
• Create and maintain account plans for each client account and review these in regular one-to-one meetings. Provide a rolling forecast of activity for each client and opportunity
• Experienced / Pipedrive practitioner (or equivalent) who demonstrates clear end-to-end understanding of sales pipeline management
• Work effectively with other company staff and take the lead where appropriate. Implement best practices at the Sales Execution level
• Represent organization at internal and external client conferences and trade shows

• 5+ years relevant industry experience selling payment solutions to the travel industry (either corporate travel and/or wholesale travel) verticals, with proven competence in communicating payment technology and payment service concepts. Broader B2B payments experience is also considered.
• Pro-active self-starter who thrives in high-growth environments
• An experienced solution selling campaigner with a track record of eliciting the customer's pain(s) and addressing the issue with his or her offerings (product and services)
• Experienced in delivering value through the channel with successful activation campaigns
• Accomplished orator capable of delivering deal closing best and final presentations
• Comfortable delivering presentations both over the phone and in person to all levels of client organizations including senior management, finance, technology and marketing teams
• Experience in formulating and driving long-term strategic account plans and roadmaps
• Proven experience in developing compelling propositions for and establishing effective commercial relationships with channel and strategic partners
• Organisational skills including scheduling, meeting administration and attention to detail
• Communication skills and proven experience in managing client relationships
• Strong proposal writing and presentation skills
• An experienced practitioner across all aspects of the Sales Cycle understanding the demands through each step of the process through to Contract and pricing negotiation
• A proactive and preemptive problem-solving approach, with a diligent mind and an eye for detail in all aspects of business
• Target-driven self-starter with the drive and desire to contribute to the success of the company
• Positive and enthusiastic, displaying a genuine passion for meeting new challenges
• A creative and original thinker with the ability to generate innovative solutions and suggestions to meet a wide range of business challenges
• Credible and articulate, and able to engage effectively with C-level executives
• An adept and proactive communicator able to build relationships at all levels, able to deal with others with tact and good judgment. Responsible, inclusive and approachable
• Ability to work with products and technologies at their earliest stage of development
• Ability to understand client requirements, and use these to contribute recommendations to the shaping of our products
• The ability to multi-task and plan effectively, especially regarding the introduction of new services to an existing client base
• Able to work with and lead a distributed deployment team and remotely located client base
• Must be able to travel globally as required.

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