Assistant Channel Manager For Europe

ALOTECH İLETİŞİM TEKNOLOJİLERİ TİCARET A.Ş.

High-Tech Software

Excellent opportunity to work with a high-tech software company that developed the world's first call center software that works on the Google platform. The company has accumulated hundreds of clients, including major names such as Vestel, MNG Kargo, Teknosa, Vailant, Kariyer.net, Çiçeksepeti, Gittigidiyor etc., and is now out of the start-up phase and has entered the growth phase. They are now serving multiple international markets and has set up an office in Chicago, United States. This position will be located in Istanbul, Turkey, but will be focused on the international market.

Reports to CEO

You will report directly to the CEO of the company, but will also work virtually with one of the industry's top consultants in America. You will be trained, coached, mentored and helped with everything. The #1 requirement is passion and excitement to learn and do real work while scaling up a multinational high-tech company.

Excellent Training – No Experience Required

The Company will train, coach and mentor you.

General Description

This position will help with strategy, branding, defining and building the reseller program, setting up and managing the affiliate and alliance program, and help with PR, ads, copy writing, the website, competitive analysis, contests, the promotional schedule, white papers/case studies, managing the company database, customer and reseller follow-up and events.

This role will have some sales—but it is “not” a direct sales role. Instead, just enough sales exposure to learn how the product is sold, mainly because this position will interact and help a great deal with resellers and will often involve sales related questions.

Below are the details for an “experienced” Channel Manager, but you are not expected to know how to do all of this yet. This is just to show you what you will learn and know as you grow into this role. It is a big responsibility if you’re up to it!

High Level

Responsible for helping to set up, refine and manage the reseller program (1 – setup & define, 2 – help with recruiting efforts, 3 – partner enablement). Plus act as a Regional Marketing Manager (SEO, Social Media, ads, trade shows, direct response, etc.) to help reseller partners with leads. Any experience with or knowledge about direct and channel sales is a plus.

Channel Marketing

Phase I – Program Setup

Most of the program set up is complete, but several deliverables still have to be completed (persuasive doc, PowerPoint, email and SEO templates, margins, etc.).

Help to set up the partner program

Elements

Margins

Policies

Agreement

Persuasive document – value proposition

Pricing & quote templates

PowerPoint, compile white papers, competitive matrix

Email & SEO templates

Manage the reseller portal site

Phase II – Recruiting Reseller Partners

Profile and identify target resellers

Setup the partner database, CRM and

marketing automation process and system

Mass recruiting – create and implement emails, recruiting ads, press release, alliances

Handle partner product and program questions

Conduct up-front product demos & occasional webinar demos to assist partners

Phase III – Orientation and Enablement

Do the Initial set up for partners (set up new resellers in the portal, setup NFR, send approval email)

Set up and conduct the partner orientation meeting

Conduct the new partner and ongoing marketing meetings

Get the product on their website

Add the partner to the reseller locator

Help them set up their first direct email campaign (driving prospects to one-on-one demos and group webinar)

Send resellers leads from trade shows and other lead activities

Approve or deny registered deals

Advise partners of new pricing, policies and process that affect them

Manage MDF/Co-op programs

Write and send out the monthly/regular newsletter – keep resellers up to speed

Create annual promotional calendar and execute promotional partner contest and events

Organize the national sales Meetings – webinars to begin with, later manage events

Setup Training and Certification Program

Sales & Market Training

Product Training

Support Training

Organize a Reseller Partner Council – with quarterly or bi-annual meetings to gather feedback and refine program

Indirect/Channel Sales– combined roll, may later be re-allocated to a Channel Sales Manager

Help with the one-on-one recruiting efforts to find qualified VARs and integrator partners

Be the primary sales relationship contact with all potential revenue generating partners

Help partners with quotes

Help with the initial training orientation, helping them get certified (if applicable), model/coaching calls (typically remotely), and ongoing sales training and motivation

Learn how to sell the product—so can train resellers on the process, overcoming objections, closing

Reporting and Budgets

Update weekly sales report

Partner worksheet (status of onboarding, promotions)

Pipeline report

Attend weekly team meetings

Help establish channel marketing and sales budgets and sales targets

Position is North American and Europe centric

Knowledge & Skills

Marketing

Initially, most of this is a marketing role. Prefer at least Bachelor’s degree in marketing, sales management, business, communications, English, economics, or program management. Technical engineering, CS, physics, etc. degrees are welcome—so long as you want to work in marketing or sales.

Channel

Not required, but a big plus. Should have experience selling through an indirect reseller/VAR channel (all types including retail, online, VARs, MSPs, System Integrators, Wholesale Distributors, OEM, Alliances, etc.), including recruiting, training and enabling VARs. Should have experience managing partner relations and channel conflict. Will help create and grow the channel, also help with initial direct sales. This is not specifically a sales role, but this person should get enough sales experience with the product so they know how to sell it and can effectively mentor and coach the channel.

Technical

You must know MS Office (including Word, PowerPoint (advanced experience is helpful), plus Excel (be able to setup at least basic formulas and formatting). Must be technically astute and able to learn the market and the product features well enough to train resellers and do product demos.

Operations

Capable and responsible enough to handle planning, quotas and forecasting. A high degree of organization and self-motivation is required. Any experience in any of these areas is a big plus—but passion is required.

This is a great  chance to help build a high-tech startup’s international sales channel!

We want to hire immediately. Please apply by sending a CV and cover letter to Seda Menke at seda.menke@alo-tech.com