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Role Summary: The Bently Channel Sales Leader will report into the O&G region channel leader for North America with dotted line to the regional Bently Nevada sales leader and will be a member of Channel Sales structure for the region. This role will be focused on developing and executing our indirect sales strategies for US and Canada with a focus on both sales and strategic metrics.
Essential Responsibilities: In the role of Bently Channel Sales Leader, you will:
Work with key leadership stakeholders to develop and communicate indirect channel sales strategy in the region
Identify and sign new channel partners that fit go to market strategy
Manage existing regional channel partners and adjacent accounts toward continued growth and performance verses operating plans
Work closely with enabling functions (marketing, finance, etc) to expand and consolidate partnership network
Identify strategies to penetrate market adjacencies outside of core Oil & Gas where new or existing channels can be used to accelerate growth
Develop and maintain financial and non-financial metrics to measure channel partner performance, including partner company financials, partner sales bookings, partner marketing capabilities, partner service capabilities, and partner management capabilities
Create rules of engagement to mitigate and create processes to manage direct / indirect conflict
Perform regular performance management reviews of channel partner progress with clear resulting business actions
Learn product offerings within GE Bently Nevada product portfolio
Position GE Bently Nevada technology as the premier line marketed by each partner
Identify and cultivate strategic relationships at all levels of channel partner organizations
Bachelor’s Degree from an accredited college or university
Minimum 5 years of experience managing third party channels
Excellent verbal and written communication skills
Proven track record of developing go to market strategy in matrix organization
Track record of exceeding commercial operating plans across virtual teams
Proficient with corporate productivity and web presentation tools
Experience working with Salesforce.com or similar CRM
Ability to work well in a matrix organization with specific experience in condition monitoring, vibration, and analysis
Strong listening and presentation skills
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