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Senior Account Manager, Channel

Date: Nov 22, 2020

Location: Tokyo, JP, 1710022

Company: Bentley Systems

Senior Account Manager, Channel


<span style="font-family:"Cambria",serif">POSITION SUMMARY &OBJECTIVES


The Sr. Account Manager, Channel  has responsibility for developing and educating new and existing Channel Partners to maximize revenue opportunity at the direction of the Regional Channel Program Director/Channel Program SR Director, through leverage of Bentley team members and corporate resources.


<span style="font-family:"Cambria",serif">RESPONSIBILITIES

<span style="font-family:"Cambria",serif">Develop a strong network of contacts with the designated Channel Partners Organizations in assign region to identify new business opportunities.
• Collaborate with Channel Program Director/ Channel Program VP on sales programs with a primary focus on driving Channel Partners to deliver more revenue.
• Collaborate with Channel Operations Team and Sales Organization to maximize revenue opportunity.
• Connect relevant Bentley resources to Channel Partner sales activities.
• Developing and tracking of Channel key performance indicators, as well as establishing Channel Partner revenue targets, tiers and authorizations.
• Conduct Quarterly Business Review with assigned Channel Partners and reporting the outcomes to Channel Director/Channel VP
• Educate Channel Partners on Bentley Organization and resources available for their business and product content
• Assist with Channel Partner onboarding and explain the importance to use Bentley LMS, BentleyLEARN, Be Empowered and Bentley Cloud for Channel.
• Educate Channel Partners on specific marketing content for use in Partner marketing activities.
• Respond to inbound enablement queries from these partners and route to relevant Bentley colleagues.
• Present profitable Channel Program proposals to Channel Partners that adds value to their end users and revenue streams.
• Remain current with Bentley products/solutions, industry trends and competitive offerings and attends all relevant training as directed by manager, completing to satisfactory standard.

<span style="font-family:"Cambria",serif">ACCOUNTABILITY

  • <span style="font-family:"Cambria",serif">New Channel Growth
    • <span style="font-family:"Cambria",serif">Recruiting of 20 new channel partners/year, excluding acquisition partners. 
    • <span style="font-family:"Cambria",serif">Monthly report of New Channel Partner recruitment
    • <span style="font-family:"Cambria",serif">Review and approve all new regional Channel Partner appointments, documents, including contract, territory, and targets


  • <span style="font-family:"Cambria",serif">Existing Channel Management
    • <span style="font-family:"Cambria",serif">Weekly, Monthly, Quarterly report of New Business Growth
    • <span style="font-family:"Cambria",serif">Weekly report of Pipeline Gap Analysis
    • <span style="font-family:"Cambria",serif">Review and approve all Channel Partner re-appointments, document updates, including contract, territory, targets, bonus values
    • <span style="font-family:"Cambria",serif">Monthly status report of acquired partners (in last 18 months)
    • <span style="font-family:"Cambria",serif">Review and approval of Onboarding “events” for channel partners and team
  • <span style="font-family:"Cambria",serif">Team
    • <span style="font-family:"Cambria",serif">Monthly QBR with Sr. Director Channel Programs
    • <span style="font-family:"Cambria",serif">Monthly QBR with direct reports
    • <span style="font-family:"Cambria",serif">Monthly QBR with Channel Sales Desk
    • <span style="font-family:"Cambria",serif">Review and approval of channel team travel and expenses
    • <span style="font-family:"Cambria",serif">Coaching, mentoring and succession planning

<span style="font-family:"Cambria",serif">QUALIFICATIONS

<span style="font-family:"Cambria",serif">Preferred Education

  • <span style="font-family:"Cambria",serif">Minimum of a bachelor’s degree

<span style="font-family:"Cambria",serif">Preferred Experience

• Bachelor’s degree preferred, and 3-5 years’ experience required.
• Experience of working with Channel Partners is a necessity.
• Proven sales experience in IT, engineering design, analysis, information and content management or project collaboration solutions.
• Strong relationship skills and the ability to work through short or long sales cycles.
• Willingness to travel up to 20% of the time.
• Excellent communications skills.
• Microsoft Office Suite and CRM experience desirable.

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