Channel Sales Manager II

Job Description:

This position is responsible for driving the strategic relationship with a select group of partners and achieving financial targets. The Channel Manager will carry a channel sales quota, as well as be fully responsible for growing the strategic initiatives through identified Partners. The Channel Manager will provide leadership and support the partners’ sales organization and is a subject matter expert for Vertex product and service offerings. This role manages and builds relationships within Microsoft and Microsoft Partners. This position is responsible for not only revenue targets but also specific Partner performance metrics and objectives.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Drive new leads and manage opportunities to closure for Vertex solutions through defined Channel Partners and with Vertex Sales.
• Develop and grow the Vertex business and strategic relationships with the defined partner ecosystem, selling and influencing Microsoft Dynamics and Business Central implementations for the Enterprise and mid-market customer segment.
• Execute a partner capacity plan and recruit targeted partners based on identified market requirements.
• Execute joint business plans with strategic partners and implement a Quarterly Business Review cadence to implement and adapt to market and business demands. All aspects of the partner journey to be addressed, including: enablement, engagement, demand generation, support, services, and customer retention.
• Manage leads, opportunities, and pipeline to provide accurate forecasting.
• Participate in industry and partner events (user groups, associations).
• Partner internally across the Vertex organization, including: Technology and Alliance Partners, Sales, Marketing, and Customer Success.
• 20 - 30% travel.

KNOWLEDGE, SKILLS, AND ABILITIES:

• Proven track record of achieving revenue quotas and goals.
• Demonstrated ability to manage and grow all aspects of strategic partnerships with channel partners in the Microsoft ecosystem.
• Demonstrated consultative sales, business development, and negotiation skills with a results-oriented approach to meet and exceed financial goals.
• Excellent interpersonal and communication skills, both verbal and written.
• Strong organizational skills to meet both short and long-term goals.
• Self-motivated, accountable, with a strong sense of team collaboration.
• Demonstrated success working within a matrix organization.
• Proficiency in Microsoft Office and Salesforce.
• Significant knowledge of Microsoft Dynamics 365 and Business Central offerings and technologies.
• Knowledge of tax software industry preferred.

EDUCATION AND TRAINING:

• Bachelor’s Degree required
• MBA preferred
• Minimum eight years of experience managing revenue targets and relationships with Channel Partners in the Microsoft partner ecosystem.

OTHER QUALIFICATIONS:

The Winning Way behaviors that all Vertex employees need to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise, and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context; if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.