Job Description - Channel Account Manager, Software Sales (0053589_P0067873)
Channel Account Manager, Software Sales-0053589_P0067873
TITLE: Channel Account Manager, Software Sales
LOCATION: South Africa
GRADE: 10
About NCR Corporation
NCR Corporation (NYSE: NCR) is a global technology company leading how the world connects, interacts and transacts with business. NCR’s assisted- and self-service solutions and comprehensive support services address the needs of retail, financial, travel, hospitality, gaming, public sector, telecom carrier and equipment organizations in more than 100 countries. NCR (www.ncr.com) is headquartered in Duluth, Georgia, USA.
POSITION SUMMARY & KEY AREAS OF RESPONSIBILITY:
• Position responsible for managing, identifying and closing sales with large, critical designated vendors and to influence and support NCR's overall sales/marketing strategy; Responsibilities include the development and execution of ISV business plans with a focus on accelerated growth, promoting complete NCR solutions and further penetrating opportunities in targeted vertical markets
• Required to effectively utilize internal and external NCR resources to support plan initiatives, resolve customer support issues and identify new market /product opportunities
• Establish deep, working relationships at all levels including senior management of the vendor in order to completely understand and manage the ISV's motivation, challenges, and demands with respect to NCR products; Targets global accounts at senior and executive levels
• Required to manage pricing and margin contribution of NCR's solution suite to meet competitive situations with identified resellers; Work with all areas of the sales team to coordinate the sale of NCR products to end users through NCR's vendors, resellers, and distributors and facilitate partnering with the internal NCR sales teams
• Have an in depth knowledge of the vendor business model and the financial metrics necessary to operate a successful software company; Understand and report on the performance of the vendor towards achievement of stated revenue and product objectives
• Create new sales demand for NCR's assisted and self-service solutions and services by informing and educating vendor's and their customers on the business value proposition of NCR's solutions suite of products and services
• Assist with and/or develop new sales and marketing methods and approaches for driving the sales of NCR products through our vendor partners
• Proactively partner with Direct Sales, Product Marketing and Channel Marketing to develop sales and channel plans and approaches to drive incremental sales through vendors in designated markets
• Proactively initiate training for vendors and their sales people and/or resellers; Provide training on the application and technical aspects of NCR's solutions suite to customers through sales presentations and demonstrations and provide pricing for various products/services the customer has interest in purchasing
• Understand, execute and successfully manage all internal sales and service processes in support of the partners; Prudently manage expenses in accordance to stated guidelines and established budgets; Secure funding for future initiatives at the executive level
• Proficiency in products, services, policies and programs and can effectively communicate such to our channel partners and customers
• Qualify, establish and maintain NCR value propositions to targeted partners in specified territory; Identify, track and assist in the allocation of resources to facilitate closure of key opportunities
• Market current programs and develop strategic plans with select partners to further penetrate current markets, identify new markets and promote the complete NCR solution
• Act as conduit back to NCR of information relating to competition, industry changes, program needs or changes, product input and general business health
• Responsibilities include growing of business within all applicable financial segments and developing ROI-based solution sales tools and value propositions; articulates solutions in terms of ROI to the client.
• Regular travel is required
Additional Skills required
Have an understanding of Architectural Components, Enterprise Services, Call Center, Digital Banking, Omni-Channel platform.
Candidates should have prior experience of selling a software-based into one or more of the following segments:
• Software into banking institutions
AND/OR
• Digital banking and Enterprise Software
Awareness of the key issues and trends in the financial market both from a vendor and a buyer perspective. In depth awareness and understanding of the services market and related competition
Candidates preferably should have a strong mathematical or scientific background, and again preferably with direct experience in Switching/payments engine software and/or operational fraud management / fraud analytics.
BASIC QUALIFICATIONS:
Bachelor’s degree in a business-related field
5+ years of related experience
Fluent in Portuguese (Writing and Speaking)
Proven success in attaining objectives in a technical sales environment
Demonstrated success in managing account relationships; Demonstrated success in securing new business; Demonstrated channel knowledge
Ability to develop senior level business relationships
Demonstrated expertise in creating, executing, and driving solution selling and product marketing for a technical product
Excellent team player; Ability to take leadership role in driving initiatives, working across organizations and structuring new approaches to new opportunities
Strong regional knowledge of key channel players; Clear understanding of the detail level trade offs associated with Channel; Clear view of segmenting markets and corresponding distribution channels required to provide maximum reach
Proven success in solution sales environment
Experience in Software Solutions will be an asset
Understanding of financial markets with focus to added value Software Solutions
Strong Communication Skills
Demonstrated ability to lead technical discussion, drill down on technical details and be able to facilitate and
PREFERRED QUALIFICATIONS:
MBA Degree preferred
10+ years of related experience
Apply here https://ncr.taleo.net/careersection/application.jss?lang=en&type=1&csNo=10040&portal=6140441729&reqNo=224793&iniurl.src=LinkedIn_Slots&iniurl.media_id=33335&isOnLogoutPage=true
EEO Statement
Integrated into our shared values is NCR's commitment to diversity. NCR is committed to being a globally inclusive company where all people are treated fairly, recognized for their individuality, promoted based on performance and encouraged to strive to reach their full potential. We believe in understanding and respecting differences among all people. This concept encompasses but is not limited to human differences with regard to race, ethnicity, religion, gender, culture and physical ability. Every individual at NCR has an ongoing responsibility to respect and support a globally diverse environment.
Statement to Third Party Agencies
To ALL recruitment agencies: NCR only accepts resumes from agencies on the NCR preferred supplier list. Please do not forward resumes to our applicant tracking system, NCR employees, or any NCR facility. NCR is not responsible for any fees or charges associated with unsolicited resumes.
: Sales
: Middle East and Africa (MEA)-South Africa, Republic of
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