Dell Storage PAM in Tokyo, Japan

ACCOUNTABILITIES Manages existing channel partners Works with channel partners to identify and qualify mutually rewarding sales activities, strategies, and business opportunities Provides channel partner feedback to the company to match market needs with company products Identifies and qualifies new distributors Develops, motivates and coordinates Dell sales team and Channel sales team to optimize sales execution Interfaces with the channel to ensure that service level agreements are met Customarily and regularly engaged at client facilities RESPONSIBILITIES Supports the largest, most complex accounts. Analyzes and leverages industry, competitor and market data to set Channel Strategy Gains access and manages relationships with senior level executives Identifies business trends and leverages strengths of the channel to create a differentiated offering and position ourselves to capture business Interfaces directly with largest and most strategically important customers to ensure satisfaction with our solutions Establishes partner performance goals and metrics to drive execution Conducts informal coaching sessions with internal teams and channel partners Provides insight and thought leadership to customers and Channel partners to create and leverage strategic partnership World class channel manager At times, leveraged to coach/mentor others Anticipates channel needs beyond existing scope of our products and services Identifies cost effective and practical alternatives for the channel by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs Provides team leadership on large, complex opportunities