Channel Manager America
HCL Technologies is a USD 9.94 billion, next-generation global technology
company that helps enterprises reimagine their businesses for the digital age.
Our technology products, services and engineering are built on four decades of
innovation, with a world-renowned management philosophy, a strong culture of
invention and risk-taking, and a relentless focus on customer relationships.
With a worldwide network of R&D, innovation labs and delivery centers, and
150,000+ Ideapreneurs working in 46 countries, HCL serves leading
enterprises across key industries, including 250 of the Fortune 500
The ERX group is the Next Gen products division of HCL , that is focused on
building cutting edge products in Manufacturing, Enterprise Cloud, IIoT and
Telecom/5G. Our products and technologies help our customers accelerate their
Industry 4.0 journey by helping them Design and Manufacture products, smarter
and faster and collaborate across functions with powerful visual collaboration
tools. ERX operates with a start-up mindset with Ownership and Velocity as key
Job description :
Identify, Onboard and groom channel partners that will scale
distribution, gain market share and drive customer success in CAD/CAM and PLM
Work with regional partners to drive repeatable and incremental
business through HCL s partners ecosystem. This includes maintaining
executive relationships, articulating joint offering propositions, and
developing demand generation programs and executing on a go to market plan.
Channel Manager will be responsible for Americas region.
Go to market( GTM) plan will include pipeline development pro
targeted account plans and resource training programs. The ideal candidate will
bring a wealth of skills and experience in GTM as well as demand generation
programs and be able to hold partners accountable to the defined programs..
Drive sales performance through reseller channel for assigned
territory and achieve sales objectives using Sell-through and Sell-with
approaches and reporting to worldwide product sales head
Analyze and synthesize metrics to present reviews and develop
channel strategy for different markets
Maintain knowledge and awareness of competitor s products,
pricing, discount structures and overall strengths and weakness
Organize quarterly reviews and trainings for resellers to educa
energize and continuously improve the field performance
Develop a comprehensive partner program guideline aligning with
With and Sale Through strategic objectives.
Develop & maintain the deal registration process, channel busin
process design, documentation, and execution.
Support Channel & Alliances leadership to monitor and track the
effectiveness of partner performance, KPI metrics.
Understand how to create quantitative and qualitative metrics
(partner bookings, pipeline, time to close, volume; tandem with marketing
promotions & sales initiatives) to measure partner effectiveness.
Determine critical partner profiles for future growth and devel
and maintain new partner selection criteria that allow for appropriate partner
signup decisions based on industry vertical, market, partner competencies, and
long-term partnership potential.
Represent our products at industry events and tradeshows
Identify key market making partnerships and execute with suppor
Work with enablement to build a scalable onboarding framework f
future channel partners.
Pipeline development working channel and Forecasting
Work with a variety of internal teams to strengthen offerings a
grow market share
Job Qualifications Requirements:
* Total experience of 15 years. Minimum 7 years of channel sales experience
with at least 3 years in CAD/CAM/PLM industry.
* Good knowledge of CAM industry
* Ability to manage the channel management process end to end
* Expertise in driving demand and opportunities within the partner
* Understanding of channel and strategies of scale, ability to leverage
ecosystems, and a history of driving growth.
* Capacity to navigate complex relationships with multiple stakeholders
* Excellent communication and presentation skills.
* Experience using a CRM system as well as MS Office Products.
* Outgoing, upbeat and resourceful personality
* Open for regional travel
* Bachelor s degree - Master s Preferred
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