National Channel Manager

DPT is looking for a proven National Channel Manager with experience in developing and growing new and existing channels. The National Channel Manager is responsible for acquisition and maintenance of the DPT's Value Added Reseller (VAR) network and is the primary business contact for VARs in coordinating efforts with DPT’s direct sales force.

The role balances sales support, VAR management, acquisition and termination as well as sales training with the primary objective being revenue growth through the channel. As such, the qualified candidate must be a self-starter that possesses a track record of quota attainment and sales execution. Creativity and innovation coupled with a “get it done” attitude will be keys to success in this position. An ability to work in a team environment is critical as is an ability to organize and prioritize multiple customer requests.

Responsibilities

• Qualify and execute contracts with new and existing VARs
• Define and execute channel plans to achieve revenue targets
• Develop winning strategies with each VAR that results in new opportunities, new customers, and incremental revenue
• Prepare presentations, manage trial programs
• Evaluate VAR technical capacity and position in the parking industry to ensure the VAR can be self sufficient and support local sales with installation, training and service
• Maintain market intelligence to assist in appropriately positioning our solutions against the competition
• Manage channel opportunities and provide forecasts through DPT’s CRM system for planning purposes
• Become the main point of contact for product evangelism within the VAR channel
• Support and educate the channel on new and existing service offerings
• Work with marketing to build programs/events to support channel objectives of awareness and revenue growth
• Provide feedback to product development from the field on new service ideas to meet customer demands

Qualifications

• Bachelor’s degree or equivalent. Bachelor of Commerce preferred
• 10+ years experience in consultative selling, business development, and partnering
• 5+ years experience in channel management and development
• Proven track record of growing revenue through channels
• Proven track record of managing a pipeline with multiple customers
• Positive attitude, self-managed, decisive, and accountable
• Proficiency and comfort with technology-based services
• Excellent verbal, written communication and presentation skills
• Ability to travel frequently, as required

Assets

• Parking industry experience an asset, but not a requirement