Vendor & Channel Lead
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Roles & Responsibilities
Deliver on set revenue, deal registration, partner growth, and customer retention targets
Act as lead for a specific product line within a defined territory
Plan growth strategies and support marketing and promotional events
Create and execute regional go-to-market strategies with support from local product teams
Manage quarterly marketing development funds (MDF) and ensure effective utilisation
Maintain year-on-year net revenue growth in line with company budget (eg, 15%+)
Develop and implement sustainable strategies within the product category
Proactively manage relationships with vendors and key stakeholders
Identify prospects, qualify leads, and drive deal registrations
Organise enablement and training sessions for resellers and internal teams
Engage regularly with top customers for assigned products
Act as a bridge between pre-sales, post-sales, and customer success teams to ensure effective delivery
Support sales development representatives in acquiring new customers and generating opportunities
Consistently deliver category growth in line with company budgets, collaborating closely with marketing
Plan, develop, and manage the product category with a clear 3-year roadmap
Maintain market awareness and monitor competitors
Attend training sessions and workshops to become the internal product knowledge holder
Deliver sales and technical training, promoting product USPs
Own the pipeline from opportunity creation to close and meet/exceed monthly sales targets
Build, manage, and support channel relationships, onboarding new resellers and maintaining multi-level partner engagement
Oversee renewals pipeline and ensure targets are met
Manage accurate forecasts, pipeline development, and customer satisfaction reporting
Maintain high-quality prospect and customer databases (CRM/ERP)
Collaborate with marketing teams to deliver campaigns, webinars, PR, and other promotional activities
Ensure competitive pricing and maximize profitability
Work closely with operations to ensure smooth purchase, delivery, and SLA compliance
Build recurring channel business for both the product line and the company
Define, monitor, and manage KPIs to achieve objectives and key results (OKRs)
Keep up to date with the company's product portfolio
Contribute to a collaborative and positive team environment
Continuously adopt and implement new procedures and improvements
Qualifications/Knowledge/Skills/Experience
Knowledge of the market and industry
Proven track record of exceeding sales or revenue targets in a similar environment
Experience analysing, positioning, and promoting products to market
Strong ability to develop and maintain effective relationships with vendors, partners, and customers
Excellent written and verbal communication skills with senior management and colleagues
Proficient with Microsoft Office and CRM systems
Robert Walters Operations Limited is an employment business and employment agency and welcomes applications from all candidates