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Wolters Kluwer Sales Channel and Affiliates Manager - Supply Chain Planning (Software) in Phoenix, Arizona

Wolters Kluwer, CCH Tagetik North America enables finance, legal, tax, and healthcare professionals to be more effective and efficient. We provide information, software, and services that deliver vital insights, intelligent tools, and the guidance of subject-matter experts. We understand the complex challenges that face the Office of the CFO and translate that knowledge into intuitive, enterprise-scale CCH® Tagetik performance management software solutions that drive business results. With over 180 years' experience in the markets we serve, Wolters Kluwer is lifting the standard in software, knowledge, tools and education.

The Sales Channel & Affiliates Manager represents the entire range of company products and services to assigned Channel Partners. This role is responsible for identifying, recruiting, developing, and managing partners (reselling partners, referral partners, value added resellers (VAR’s), independent software vendors (ISV’s), and system integrators (SI’s) for the CCH, Wolters Kluwer Tax & Accounting Preferred Partner Program. The Sales Channel & Affiliates Manager will develop and drive sales pipeline while working with partners and cross-functional teams internally.

*Ideal candidates may be based in a remote office location anywhere near a major airport in the U.S.*

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Meets assigned targets for sales generated or referred by assigned Channel Partner Portfolio through successful management of Channel Partner relationships to drive qualified sales leads to be sold by the Wolters Kluwer sales team

  • Executes overall go to market strategy for assigned Channel Partner Portfolio including the creation of a business plan for each Channel Partner and collaborating with Wolters Kluwer Tax and Accounting cross-functional teams, including: Field sales, Marketing, Product Development, and Customer Support to execute Channel Partner business plans to grow Channel Partner generated sales

  • Establishes productive, professional relationships with executive sponsors, field sales and pre-sales leaders, Marketing, Professional Services and Customer Support contacts at partners within the named Channel Partner Portfolio

  • Coordinates ongoing education and training sessions for Channel Partners to drive new sales opportunities

  • Works closely with Division Partner Sales Manager to identify, recruit, negotiate, on-board, develop, train and manage new partners to be added to Channel Partner Portfolio

  • Develops a deep understanding of Channel Partners’ sales organizations, products, strategies, and their customer value and go-to-market priorities to drive value in connecting Wolters Kluwer Tax and Accounting products and services with the Partners’ market offerings

  • Works with Wolters Kluwer and Channel Partners’ Marketing teams to craft marketing messaging and marketing programs that are Partner specific to drive new sales of Wolters Kluwer products and services

  • Collaborates with Division Partner Sales Manager on Channel Partner planning processes that develop mutual performance objectives, financial targets, and critical milestones

  • Conducts quarterly and annual business reviews with Channel Partner executive sponsor and Channel Partner stakeholders on progress against mutual performance objectives, financial targets and critical milestones

  • Serves as trusted advisor to Channel Partners for Wolters Kluwer lines of business on strategic issues

  • Works closely with Division Partner Sales Manager, Marketing and sales teams to ensure maximum partner revenue potential

  • Reports partner related activities in CRM

  • Presents to Channel Partners, prospects and customers at industry trade show events

  • Other duties as assigned by Supervisor

KEY QUALIFICATIONS

Education: Bachelor’s degree, or if no degree; equivalent years of relevant work experience

Minimum Experience:

5 years of experience including:

  • Channel Sales/Channel Partner Management, Account Management or Business Development experience working with software/SaaS or cloud technology solutions

  • Supply Chain Planning industry/vertical expertise

  • Demonstrated track record and results in Channel Partner Management and 3rd party arrangements

  • Hands-on experience strategizing and negotiating complex deals

  • Outstanding verbal and written communication, presentation, and networking skills

  • Maintains robust professional network comprised of multiple industry, and technology communities

  • Strong knowledge of major ERP, E Commerce and POS products

  • Significant demonstrable technical knowledge

  • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook & Teams)

  • Working knowledge of Salesforce.com or other comparable CRM application

Preferred Experience:

  • Strategic relationship management experience

Other Knowledge, Skills, Abilities or Certifications:

  • Ability to operate at both a strategic/conceptual level and at a detailed/operational level

  • Metrics driven; highly disciplined process orientation

  • Ability to work in a teaming environment with several internal and external stakeholders

  • Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders; drives for collaboration in conjunction with shared goals & objectives, but not necessarily consensus

  • Sound business judgment and flexibility to manage unexpected changes in business conditions and customer requirements; ability to make hard decisions around prioritization

  • Engaging operational style that builds and sustains credibility with staff, colleagues, clients and other stakeholders

  • Strong organization/multi-tasking skills – ability to successfully implement strategies and manage multiple complex initiatives simultaneously while remaining focused

TRAVEL

  • Up to 60% annually

EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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