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 (e.g., 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