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About the Role

This global role supports channel program management at Advanced Navigation through ownership of partner programs and collaboration with regional sales leaders.

Responsibilities

• Own the structure of how we work with partners including resellers and agents (operating model, partner value proposition, compensation / pricing framework)
• Own the processes and rules of engagement which govern how partners operate alongside of core / direct sales (e.g. territory management, deal registration, reporting, forecasting)
• Collaborate with the regional leader and regional channel resources to source and screen prospective partners as well as undertake the end-to-end commercial negotiation and engagement process
• Define and manage the partner onboarding experience, monitor partner readiness to compress time to value, define ongoing partner training and enablement needs
• Partner with internal groups including Customer Support, Sales, Product and Marketing to develop the relevant collateral, assets and tools needed to support partner business development activities
• Centrally manage and report on partner and program level performance (pipeline generation, qualified opportunity conversion, win rate, bookings), proactively manage underperforming partners
• Own the partner systems (CRM/PRM) requirements and workflows, define and manage program level reporting and analytics
• Build and maintain high quality relationships with counterparts from Advanced Navigation’s largest channel partners

Requirements

• Proven track record in developing, implementing and growing partner programs (preferred if this includes non-English speaking markets)
• Strong leadership skills, ideally within the context of a matrix organisation design
• Excellent relationship-building and communication skills
• Strong strategic thinking and analytical skills
• Familiarity with positioning and navigation technologies
• Background spanning Defence and Commercial customers highly beneficial
• MBA beneficial but not required

Skills

• Channel sales
• Channel management
• CRM
• PRM

Experience Level

• 10+ years experience in channel sales and/or channel management

Education Level

• MBA beneficial but not required