Inside Channel Account Manager - Atlanta

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Inside Channel Account Manager - Atlanta
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Job Description
Inside Channel Account Manager

MarketSource, Inc. is currently seeking an Inside Channel Account Manager. This position is part of a sales program supporting business partners in the telephony SMB channel. The position requires a combination of account management, end user selling, and consultative selling through business partners.

Purpose of Role:
Primary role is to drive sales through channel partners within the assigned territory to meet or exceed annual quota via telephone, email & Webinars.
Manage assigned independent channel partners to develop & cultivate relationships deliver incremental revenue, provide sales assistance, & expand mind share to capture additional market share.
Additionally partner with Field Channel Account Managers (FCAM) to provide tactical support for field managed independent resellers.

Key Responsibilities:
Create and Implement a territory Account Plan
Develop & build Channel Partner relations at all levels with a focus on developing rapport with Channel Partner executive management.
Act as first point of contact for assigned resellers to provide "real time response to reseller s needs in their efforts to sell
Contact reseller Sales Reps to increase their knowledge on the value of our solutions, build brand awareness, mind share & loyalty.
Proactively contact Channel Partner sales reps via telephone & email to drive awareness & attendance of webinars, seminars & tradeshows highlighting our solutions.
Manage timely new product introduction process by seeking field trials, introducing marketing programs, & technical information via informal & formal content delivery vehicles such as technical briefings, Webinars, Knowledge Transfer Kits & regular telephone contact.
Manage and forecast channel sales funnel updating associated data bases.
Partner with FCAMs to engage in sales opportunities, coordinate branch visits, lunch & learns & onsite visits.
Provide consultative sales support and remote training to business partners
Provide qualified leads to business partners via call campaigns and cold calls
Assist assigned partners in closing sales opportunities
Partner with assigned CAMs to achieve business objectives and targets
Provide sales assistance through conference calls and remote demonstrations
Drive performance of business partners to meet or exceed program metrics, goals and objectives
Develop Business Plans yearly with top partners and measure to them quarterly
Communicate and implement marketing programs & product updates with business partners
Become a trusted consultant to named accounts
Become SME product expert
Understand territory well enough to be able to bring on the right subset of new partners
Responsible for territory quota by growing business partner sales
Handle issues and escalations
Ability to interview potential partners to see if they would be a value add partner for your territory

BS/BA Degree is desired
Sales experience in telephony or IT
Demonstrated achievement of sales goals
Excellent written, oral and presentation skills
Must be proficient in Microsoft Office, Excel, Word, , & Power Point
Proven problem solving skills.
Initiative & self-motivation are required for this role.
Two to four years experience in selling/supporting voice/data communication systems
Ability to demo VOIP solutions
Highly organized, capable of managing multiple opportunities with strong follow-up skills.

Job Location
Alpharetta, Georgia, United States
Position Type

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