Sales Channel Manager

enet is Ireland’s largest open access network operator and is responsible for managing the State’s fibre-optic Metropolitan Area Networks (MANs). We provide a wide range of services on a wholesale basis to the Irish telecommunications operator community.

At enet you will get your chance to put your ideas into action with maximum impact.  The company is growing rapidly with an environment that is fast-paced, challenging and customer-oriented. We are committed to continuous learning and development for all employees. We have built a business and a team that, we believe, is Ireland’s best.  

The key requirements for the Sales Channel Manager (SCM) role include:

·         Work with the enet-Sales & Marketing team and our partners to directly prospect on-net buildings and companies as potential customers for the existing MAN business.

·         Manage the day to day sales engagements with our Telco partners in the Fibre To The Business (FTTB) channel.  This involves supporting our business partners in the day to day execution of their business, such as lead and demand generation & qualification, sales campaign planning and closing business deals.

·         The SCM responsibilities also include managing the sales channel team, coaching partner sales reps on identification, qualification, development and closing of leads, interfacing regularly with the Sales Director and Business Development Director @ enet as well as with other relevant units such as Product, Finance & Service Delivery. 

·         The SCM role is both customer facing as well as Partner facing.  The role will involve substantial travel across Ireland.

The responsibilities and competencies are to be viewed as a guide for this role and not an exhaustive list. This job description serves to reflect the nature of the duties included in the role and given the nature of the company and the need to respond to on-going customer needs, the role maybe subject to change over time.

EXPECTATIONS AND TASKS

-          Work with the enet-Sales & Marketing team and our partners to directly prospect on-net buildings and companies as potential customers for the existing MAN business.

-          Work with the partner(s) to agree joint FTTB sales & territory planning campaigns focused on demand generation activities as part of sales planning, qualification and execution process.  Supports and drives partner-led FTTB sales activities for agreed territories.

-          Responsible for Sales channel revenue across MAN and FTTB channels and net new name quota achievement  

-          Assign opportunities to most appropriate partners.  Ensures proper allocation of sales qualified leads to sales partners within the assigned territory 

-          Manages the enet Sales channel team

-          Provides Sales Director and Business Development Director with business insights on partner's performance to enable effective and appropriate partner development actions plan (partner (sales) skill deficits, drives proactive pipeline management across all channel partners allocated).   Provides insight on existing partner relationships/partner-led sales cycles for short- and mid-term business opportunities

-          Provides forecast for all Sales channel (MAN & FTTB) deals (incl. top deal status, overall revenue and net new names). Ensures CRM, forecast and pipeline accuracy on Salesforce CRM

-          Coaches the partner sales reps to interact with prospects in Sales channel deals (leads originated by enet or partners) in order to position the value of the enet solution.  Provides coaching to partner sales reps to shorten sales process and improve win rate in order to achieve real volume business

-          Identifies and coordinates enet and other partner resources in related areas during the sales cycle (Such as pre-sales, field services, support, senior management etc.) to successfully enable partners to close deals in the shortest time/cost possible

Required Skills / Experience:

·         5+ years of experience in senior sales channel management role, preferably selling ICT solutions and services in Ireland via partners. 

·         Knowledge and experience in selling bundled telecoms services (Broadband, Voice, Minutes) would be distinct advantage

·         Experience in wholesale telecommunications would be an advantage

·         Demonstrated sales management record (to agreed targets and quotas)

·         Demonstrated record of success in a fast-paced, goal-oriented sales environment

·         Strong persuasive and engaging oral and written communication skills

·         Strong interpersonal skills

·         Excellent skills in Excel, Word and PowerPoint

·         Good listener; able to identify and adapt to different clients

·         Well presented, motivated, driven and enthusiastic

·         Flexible individual capable of adapting in a high-growth dynamic environment

·         Team player; able to contribute positively to the team and throughout the organisation but also able to maintain a high-level of autonomy

If you think you have what it takes and you feel the need for a genuine unique challenge, please apply via this website.

We do not require the assistance of recruiters for this role, thanks