The successful candidate will manage an existing set of Channel Partners and Agents, but will also be responsible for expanding / building / adding new partners / resellers, with the aim to cover all our assets with local indirect partners. The primary focus will be driving new business bookings (transactional business) and profitable growth with the partners while developing, owning and managing strategic plans to enable future growth.
Implement a strategic business plan, drive through on actions and ultimately drive profitable growth in the account set.
Manage a set of Channel Partners, Agents and Resellers to grow and enable the business / market per site.
Develop a strong pipeline of opportunities per site with a specific focus on wholesale deals.
Develop and manage a number of strategic programmes to grow the aligned partner base in a profitable and sustainable manner.
Perform detailed Account / Territory reviews on an on-going basis.
Foster strong relationships with the key players and decision makers within the aligned partner base.
Meet face to face with strategic partners on regular basis to support business plans, growth and strategic alignment with Colt, and the DCS line of Business.
Analyse and provide data that will highlight opportunities within the account set.
Provide accurate monthly & quarterly Pipeline / forecasts.
Analyse the Data Centre Services market place at both macro level and in respect of specific expansion opportunities.
Feed strategic insight into both product and marketing functions, in order that Colt DCS’ offer supports the high-level positioning of the business and addresses the markets with greatest opportunity.
Build and maintain cross-functional relationships with other internal teams and divisions within Colt (e.g. Voice Services, Network Services) to support customer satisfaction, retention and growth.
Collaborates and proactively engage with ‘virtual teams’ across the Line of Business e.g. Pricing, Bid Management and Technical Pre-Sales.
What you will need to succeed:
Skills & Experience
Experience in a similar sales role with understanding of the industry sector.
Strong partner development skills with the ability to build out and execute to a robust business plan.
Experience of working under pressure and delivering against tight deadlines, even within a challenging of fluctuating internal environment – proven tenacity to succeed.
Demonstrable experience working in a team environment with the ability to influence and motivate complex, matrix teams both virtually and directly.
Proven track record of building and driving a healthy pipeline and developing relationships with Channel Partners.
Degree level or equivalent is desirable
Fluent in English – both written and spoken
An entrepreneurial approach with proven end-to-end experience in growing a brand business in the region from Sales through to Delivery.
A results orientated approach with the self-motivation to work autonomously without the need for close management and the credibility to manage expectations in order to deliver without over promising.
Ability to work independently.
Excellent forward planning and organisation skills, with the ability to prioritise those items with maximum positive impact on Colt's business and customers.