Channel Account Manager

**Job Category **:Alliances & Channels

**Job Details**:
We are currently looking for a highly motivated team member to join the Alliances and Channels function supporting the Indirect Sales with our Partner **Gruppo TIM (TIM S.p.A.).**

**Key Responsibilities**:

- Develop and implement relationship management across the region/vertical, including mapping the relevant roles, developing demand generation activities, validating partner value proposition, organizing and leading QBRs, assessing partner proficiencies, driving certifications, managing incentives/benefits, delivering against Resell ACV targets and holding all parties accountable for shared metrics
- Develop positive relationships and empower key stakeholders across Salesforce and TIM account teams
- Provide consistent partner management to ensure that our Reseller partner is developing their sales, pre-sales, and post-sales capabilities in line with Salesforce strategy and program requirements
- Initiate and conduct/coordinate sales, pre-sales, product readiness, and post-sales training events
- Generate demand through the execution of business/marketing plans in conjunction with internal and partner resources
- Work closely with sales, marketing, product, business development, and strategy to build the go-to-market plan and drive execution of related activities
- Set up an internal and extended sales governance running weekly sales forecast reviews across geographies and industry vertical markets
- Leverage established sales best practices to ensure appropriate management and forecast of pipeline and opportunities
- Play a proactive role in the development of our reseller partner ecosystem and reseller program as both grow and evolve
- Serve as internal ambassador and champion in Salesforce, promoting awareness and understanding of joint offerings, partner programs, TIM’s practice capabilities and key joint wins

**Qualifications**:

- Demonstrated experience successfully building partner programs for software OEM, VAR, and/or ISV channels
- Previous experience in consulting, account management, sales, and/or business leadership in the enterprise software or related industry
- Outstanding knowledge of partner development approaches to seed and grow software partner businesses
- Experience working with multiple Sales teams driving and building the partner ecosystem
- Ability to think strategically and develop compelling plans for new partner initiatives
- History of successfully developing and leading multiple strategic partnerships
- Deep understanding of the Telco industry and sales organizations
- Solid understanding of Salesforce technology and SaaS, PaaS markets
- Experience creating and building differentiated relationships with Reseller partners
- Good understanding and network/references from partners and contacts in Italy
- Track of records in leading indirect sales or sell through programs with Telco Service Providers

**Knowledge/Skills/Experience**:

- Sound intuition for business skills; thrive in a fast-paced, dynamic work environment
- Excellent spoken and written communication, interpersonal, and relationship-building skills
- Project and program management attitude, comfortable to define and drive towards SMART goals
- Highly motivated and independent contributor
- High energy, enthusiasm, and passion for the business
- Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining executive-level relationships with clients, partners, etc.
- Willing and able to travel extensively in Italy and internationally as the need arises
- Proficient in English & Italian

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