Channel Sales Manager
Company overview
The Aurachain platform, provides global business with a visual development environment for the design and rollout of enterprise grade process applications. It allows fast-implementation cycles, rapid cloud deployment and most importantly, business-driven application configuration.
Aurachain is the only solution that leverages the power of low-code development to generate both enterprise grade digital process applications and smart contract applications, for deployment on blockchain networks. By doing this, it creates a bridge between the current enterprise platforms and the upcoming multi-sided, business ecosystems.
Aurachain is a spin-off of a 15-year-old globally awarded and recognized provider of process automation solutions. Building on successful launch of Business Development operations in the UK and in anticipation of the imminent signing of its series B investment, the company is poised for significant expansion over the next year across the UK, Europe and North America.
With this, the organization is looking for smart, seasoned and aggressive professionals to drive channel sales efforts across its target markets and geographies.
Opportunity Description
The primary responsibility of the role is to achieve revenue objectives through the development of a regional partner network made up of consulting firms and regional solutions and implementation partners, capable of promoting, selling and implementing Aurachain’s offering to cross sector organizations in Europe.
Within this framework, the Channel Sales representative will be tasked with both development of this partner network and then collaborating with these partners to create and convert qualified client opportunities into sales revenue.
This role requires a strong consultative sales bent, with the ability to effectively position the Aurachain platform as a means for helping target partner organizations to expand and leverage their existing business offerings.
It also requires a keen understanding of how to proactively move from partner enlistment to collaborative market sales engagement with those partners and their go to market sales resources.
Last but not least, we are seeking a candidate who embraces both the opportunities and challenges associated with a tech venture at this stage of development. (Post series A and at the beginning of significant scaling). Someone who considers themselves a market maker and relishes the opportunity of contributing to and being part of a high growth tech venture. In this regard, it is important that a candidate brings a track record as a partner hunter; someone who has gone through the exercise of building a partner network from the ground up.
This role will report to the Director of Sales in the UK.
Required Skills
- Minimum of 10 years of business-to-business, enterprise software, sales experience, with at least 5 years in 3rd party channel sales.
- Proven track record of above quota achievement
- Experience partnering with regional and global consulting firms.
- Demonstrable experience of prospecting/selling to Line of Business and C-suite stakeholders.
- Proven depth of business acumen and solution selling skills that combine to deliver compelling business centric customer solutions.
- Experience with complex transaction management, where consensus decision making is the norm
- Ability to establish clear value propositions via excellent communication skills in these forms: customer conversations; company and product presentations; written communications such as email and proposals.
- Demonstrates urgency and has a strong tendency towards action
- Can illustrate from background experience working in team-based sales approach.
- 5 years sales experience in the region.
Job Responsibilities
- Meet and exceed established sales goals.
- Consistent with Aurachain’s partner strategy, identify organizations, who as a result of capability and focus are strong candidates for partnering with Aurachain.
- Senior level engagement with target partner organizations to sell the value of collaboration with Aurachain, along with the value of the Aurachain platform to the market.
- Develop and negotiate commercial agreements with partner companies
- Build and maintain strategic relationships with business partners while managing all the contracts and lead generation efforts
- Manage, onboard, and nurture potential and existing partner organizations, while being their main point of contact at Aurachain and holding responsibility for maximizing each partner’s potential
- Engage Aurachain resources and tools for the purpose of onboarding partner organizations, including technical and sales enablement.
- Participate and lead in collaborative client sales engagements with partner organizations
- Engage with partner organizations to scale customer success in Partner-led accounts
- With the support of tech client engagement personnel, be able to present use case demonstrations for partners and when necessary, prospect organizations.
- Work with marketing to develop and implement collaborative promotional events with partners for the Aurachain platform.
- Represent Aurachain at tradeshows/events to promote our brand and products and to develop and manage strategic partner relationships.
- Closely follow-up and reporting on partner pipelines, sales activity and revenue generation.
- Provide market input for ongoing strategic planning process.
- Interface with Product Management to provide partner and customer feedback on product performance.
Travel:
- Regional Travel anticipated at 25% – 35% per month based on territory development.
Why join our team?
Compensation program will include base salary commensurate with experience, plus commissions, based on levels of quota achievement.
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