Channel Sales Manager – United Kingdom


The Channel/Sales Account Manager is responsible for growing Vidyo’s market share in mid-market as well as working closely with a small number of strategic partners. The successful candidate will work as part of the UK sales team and collaborate with the broader sales, pre-sales and marketing functions to create and support Channel Sales, Marketing and Training programs to help drive revenue. This position will require travel within the UK for 25% of the time but be predominantly based out of our London office.

What you’ll do:

  • Establish productive, professional relationships with key personnel in key & assigned partner accounts
  • Coordinate the involvement of internal resources, including support, service, and management resources, in order to meet partners’ performance objectives and expectations.
  • Be responsible for a revenue target for mid-market accounts as well as more strategic objectives
  • Lead on sales qualification and execution both in front of customers and with the relevant partners
  • Generate demand and pipeline through the nominated key partners
  • Build awareness, drive sell-through, and increase brand loyalty
  • Work with the channels to develop and execute their sales efforts to increase revenues through joint sales calls and focused sales campaigns
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assess, clarify, and validate partner needs on an ongoing basis
  • Sell through partner organizations to end users in coordination with partner sales resources
  • Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Ensure partner compliance with partner agreements
  • Drive adoption of Company programs among assigned partners
  • Conduct sales and product training as needed
  • Manage in-bound sales enquiries, qualify and allocate to partners as appropriate.
  • Work closely with regional VP to develop and manage a structured rhythm of business with key partners

Who you are:

  • You have 5+ years of successful experience working in a channel group with measurable results in driving and increasing revenues
  • You’re experienced in video conferencing, unified communications or contact center environment – a plus
  • You have proven ability to deliver sales training as well as help drive sales for various channels
  • You understand how to analyze products and programs to improve market share and profits
  • You have strong phone skills and can work with key channel partners face-to-face as well as over Vidyo
  • You have a Bachelor’s Degree in Marketing or similar discipline.
  • You’re able to travel at least 25% of the time

Please forward your resume to  Reference Channel in subject line.