Channel Sales Manager II

Job Description:

JOB SUMMARY:
 

The GSI Channel Sales Manager promotes Vertex solutions and is responsible for increasing revenue, continued growth, and use of the Vertex products for a world-wide territory.

This position is for an individual contributor responsible for driving the co-sell relationship with strategic Global Systems Integrators and carries a sales quota.

The GSI Channel Sales Manager will provide leadership, being a Vertex global point of contact for the GSI and its Sales Organization. The GSI Channel Sales Manager will work across the ERP Practices of the GSI, including SAP, Oracle/NetSuite, Microsoft, and Workday.

This role works under general supervision, exhibiting some latitude for independent judgement on moderately complex opportunities.

RESPONSIBILITIES:

• Lead Generation: Identify and generate new leads through interactions with GSI.
• Qualifying: Assess potential customers to determine their fit with Vertex’s target market and products/services, and qualify why the customer should buy anything? why buy now? and why buy Vertex?
• Scheduling: Coordinate meetings between Vertex Sales and GSI Sales.
• Sales Pipeline Management: Maintain and update Vertex’s CRM system with accurate sales data, and track opportunities in our pipeline.
• Product Knowledge: Develop an understanding of Vertex’s products/services to effectively communicate their value to GSI’s commercial organization.
• Market Research: Stay up to date on industry trends, competitor activities, and customer needs.
• Partner Relationship Building: Foster positive relationships within GSI’s GTM Organization.
• Team Collaboration: Collaborate with the sales and marketing teams to achieve shared goals and provide valuable insights.

• Quota attainment for the named, assigned GSI sourced business.
• Strategic and operational participation, market development, business planning, and forecasting.
• Address large groups through public speaking, presentation development and delivery, etc.
• Promote Vertex solutions generating additional Vertex demand through trade shows, webcasts, etc.
• Assisting GSI Sales with opportunity qualification, pipeline management, and deal registration activity.
• 30 - 50% travel
• Participate in other projects or duties.

KNOWLEDGE, SKILLS AND ABILITIES:
 

• Demonstrated business development, consultative selling skills with results orientation to meet and exceed the position’s financial and customer satisfaction goals.
• Moderate knowledge of CRM systems (Salesforce)
• Strong ERP knowledge, including SAP, Oracle/NetSuite, Microsoft, and Workday.
• Moderate understanding of Vertex products and how they integrate with ERP systems, e.g., SAP S/4HANA, Oracle Cloud, D365, etc.
• Moderate 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., Consumer Goods, Manufacturing, Healthcare)
• Ability to balance and ensure goals are in alignment with GSI’s strategic direction
• Strong organizational skills to manage multiple tasks
• Ability to navigate business opportunities through the organization
• Self-motivated, accountable approach and a strong sense of teamwork.
• Ability to take initiative to follow through on requests and commitments
• Ability to exercise strong business judgment
• Ability to focuses on important opportunities in making business case for strategic partners
• Ability to recommend actions that are consistent with Vertex objectives and goals
• Ability to balance opportunity size and Vertex resources in deciding when and how to present GSI business case
• Ability to negotiate effectively toward win/win outcomes
• Ability to be creative
• Perceives multiple alternatives to each situation
• Ability to become a trusted advisor and recommend thoughtful solutions to business challenges
• Ability to effectively optimizes partner opportunities through all reasonable means
• Excellent interpersonal and communication (verbal and written) skills
• Ability to foster collaboration with GSI 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 projects simultaneously.
• Ability to work without supervision.
• Ability to create formal networks with key decision makers.
• Ability to listen and understand information and communicate the same.
• Must possess good organizational skills.
• Must be results oriented, customer focused