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EMEA Channel Manager

A Major Global IT Security Vendor who are leading the way in ensuring a world where digital exchanging of information is safe.

• My client operates with a number of reseller accounts multi-country and to date have not optimised managing these for growth at a pan-EMEA level;
• Developing substantial business plans for such accounts, and mirroring best practices from one country to the corresponding branch in another country.
• To achieve growth within SMB, they need to move from a purely transactional focus within small reseller groups, to developing larger accounts who have significant SMB opportunity which they do not capture today.
• This role will identify, develop, grow and manage these accounts, and offer support to local teams in incidences where there is local management of these resellers.
• Forecast approx €2m SMB revenue from 10 - 12 key channel accounts in 2010.

The ideal candidate will have:
• Strong commercial orientation with 5+ channel sales experience in software industry
• Strong communication skills; and an ability to prospect accounts (pan-EMEA) for business opportunities
• Strong capabilities in developing and maintaining relationships at multiple levels within the organisation
• A demonstrated ability to get results through others and overachieve goals
• Problem analysis and problem resolution at both a strategic and functional level
• Accurate and timely forecasting ability

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