WHAT DOES A CHANNEL DEVELOPMENT MANAGER DO?
Updated: Nov 11, 2024 - The Channel Development Manager drives new sales opportunities and exceeds personal sales targets through effective campaigns and consultative presentations of network and data center solutions. Manages and accurately forecasts sales pipeline revenue in the company CRM, ensuring timely and precise responses to customer requests. Partners with channel and sales teams to generate leads, develop KPIs, and strengthen relationships with channel partners through travel and collaboration.
A Review of Professional Skills and Functions for Channel Development Manager
1. Channel Development Manager Duties
- Partner Onboarding: Onboarding new partners and driving growth of existing partners.
- Customer Acquisition: Growth of net new customers (new logo) and expansion of seats in existing customers.
- Customer Retention: Renewals & retention of customers and units.
- Growth Accountability: Accountability for the growth expectation and cross-selling products.
- Leadership: Leading across sales & marketing and building strong relationships.
- Prioritization: Prioritising activities and offerings/segments based on accelerating growth today and building sustainable business tomorrow.
- Planning: Create plans to support the above across Direct & Indirect routes to market.
- Business Model Development: Build the corporate business model for the management of chain custom of bulk.
- Cooperation: Closely cooperating with CCA and Bulk CP&A to ensure the bulk strategy is implemented in the market.
2. Channel Development Manager Details
- Event Speaking: Attend & speak at 3-5 virtual events per month.
- Reputation Building: Build a reputation as the voice for individual BU.
- Social Media Posting: Post daily on social media and post 2 videos on social media per week.
- Virtual Series Creation: Create a virtual series for social media (2-4x per month).
- Presentation Development: Develop presentations and workshops for events and speaking sessions for individual BU.
- Strategic Planning: Work with marketing leader in BU to plan strategic webinars.
- Community Leadership: Become a leader/participant inside Kaseya’s Community Portal.
- Event Management: Manage all aspects including sponsorship, weekly posts, monthly/quarterly webinars.
- Deal Assistance: Availability to jump on calls with NCA/AM teams to help them close a deal for BU.
- Goal Assistance: Availability to jump on calls with Powered Services – Goal Assist team and in some cases serve in place.
3. Channel Development Manager Responsibilities
- Negotiation and Onboarding: Reseller agreement negotiations and onboarding.
- Sales Training: Training and enablement of sales teams at reseller partners.
- Category Development: Lead the development of category and implementing category scorecards.
- Customer Growth: Directing focused customer growth based on the requirements sufficient prospective opportunities to meet strategic business plans.
- Contract Management: Responsible for ensuring all new customers engage in a supplier contract at the time of engagement.
- Customer Complaint Resolution: Focal point for ensuring customer complaints are resolved in a timely and effective manner.
- Sales Initiatives: Participate in assigned exhibits and other sales initiatives.
- Financial Issue Resolution: Responsible for resolving open customer supplier financial issues including past due, payments, material and labor variances, and obsolete and excess material.
- Financial Requirement Compliance: Responsible to ensure all new business opportunities meet the financial requirements.
- Revenue Maximization: Work directly with the other sales team members and Program Managers to maximize revenue and strategic value.
4. Channel Development Manager Accountabilities
- Sales Target Achievement: Meet and exceed personal sales targets.
- Performance Metrics: Meet key performance indicators and key result areas.
- Sales Generation: Generate and close new sales opportunities through effective sales campaigns.
- Consultative Selling: Position and present network and data centre solutions in a consultative manner.
- Pipeline Management: Develop and manage a sales pipeline.
- Revenue Forecasting: Forecast sales pipeline revenue closure accurately in the company CRM tool.
- Customer Service: Ensure that all customer requests are dealt with in an accurate and timely manner.
- Lead Generation: Partner with the channel and sales teams to generate leads.
- KPI Development: Collaborate with members to develop KPI's and targets for the channel.
- Relationship Management: Travel in order to build relationships and manage channel partners.
5. Channel Development Manager Functions
- Growth Driving: Drive growth in indirect channel across businesses.
- Business Modeling: Conceptualize, pilot, implement new business models (e.g., e-commerce).
- Framework Enhancement: Define development milestones and enhance the framework and levers designed for indirect sales.
- Sales Analysis: Evaluate and analyze the channel sales to make informed decisions for business optimization.
- Partner Management: Utilize strong channel partner experience to help guide and support the country team in managing and developing partners.
- Loyalty Program Development: Enhance and build a loyalty program.
- Market Education: Bring the education of the category in an emerging market environment to grow the importance of this category in the minds of customers in Indonesia.
- Cross-functional Collaboration: Collaborate with brand, category, customer marketing, and sales teams to achieve the objective desired.
- Strategic Development: Develop strategies and tactics that drive customers positively with a long-term plan for shoppers to buy from each channel.
- Agency Engagement: Engage third party agencies for permanent display or visibility and asset management.
Job Role FAQs
What is a job role?
A job role refers to the duties, responsibilities, and expectations associated with a specific position within an organization. It explains what tasks an employee performs, how they contribute to team objectives, and how their work supports the company’s overall goals.
What are the typical responsibilities of a job role?
Typical job role responsibilities include completing daily tasks, collaborating with team members, making decisions, and meeting performance targets. For example, a software developer may write code, fix bugs, review pull requests, and collaborate with product teams.
What is the difference between a job role and a job title?
A job title is the official name of a position, such as Marketing Manager or Software Engineer. A job role describes the actual duties, responsibilities, and expectations associated with that position.
Why are clearly defined job roles important?
Clearly defined job roles help organizations improve productivity, reduce workplace confusion, and ensure accountability. When employees understand their responsibilities and expectations, teams can collaborate more effectively.
How do job roles support career development?
Understanding different job roles helps professionals identify career paths and the skills required for advancement. By learning the expectations of various roles, individuals can build relevant skills and plan long-term career growth.
Editorial Process
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Editorial operations are managed by Thanh Huyen, Managing Editor, with research direction and final oversight by Lam Nguyen, Founder & Editorial Lead. Content is periodically reviewed to reflect observable labor market changes.