Bentley Systems is seeking a Channel Manager.
Position Overview:
Responsible for contributing to the Channel sales strategy and executing the strategy through the Channel partners (resellers, distributors, system integrators, engineering companies) throughout the Russia & CIS territory to achieve revenue targets. Responsibilities include building new partnerships, expanding best practices, ensuring high quality service to existing partners, supporting and promoting strategy and initiatives by building and managing high-performance teams, developing and executing business plans, allocating appropriate resources, developing internal and external relationships, and promoting Bentley Core Values.
Responsibilities:
Shape a go-to-market strategy in Russia that properly positions Bentley’s Channel initiatives in a supportive fashion to their overall Bentley sales direction. Coordinate and integrate channel sales strategies and tactics with each of the Russia Regional Directors and Regional Executive.
Motivate and manage the activities and the performance of Bentley Channel partners within Russia & CIS territory, setting expectations and providing guidance and direction.
Determine proper channel coverage, capability, capacity. Leading active expansion within the assigned territory (geographical, vertical market, etc.). Identify potential partners and negotiate partnerships.
Develop and track of Channel key performance indicators, establish Channel Partner revenue targets, tiers and authorizations.
Maintain relationships with resellers and/or distributors. Responsible for the health of channel. Ensure channel compliance with policies.
Convert partner relationships into software sales pipeline. Drive and transact opportunities identified and discovered by partner network. Conduct partner pipeline reviews and track partner deal protection.
Meet personal sales targets, provide a reliable revenue forecast for upcoming quarters and business health checks to senior management.
Act as a business consultant to help resellers and/or distributors set their business strategy. Work with them to promote and evangelize Bentley products. Become a trusted advisor to the entire RCIS sales team, authorized Channel partners and/or distributors.
Cooperate with Bentley Account and Product Advancement teams on reseller quotas, certification requirements, programs and policies.
Plan events to build channel business and support marketing events to generate sales leads. Participate in Channel initiatives as required.
Build and maintain an in-depth knowledge of partners’ salesforce on Bentley’s solutions, services, competitive advantages, and routes to market. Develop optimal methods to support Channel partners through quarterly and annual product and sales trainings.
Cooperate with Bentley technical presale teams to enable product demos, presentations and consulting.
Drive Channel Management best practices in assigned territory and share with peers worldwide.
Minimum Qualifications:
Demonstration of past success in a channel management role is highly valued.
Experience: 8-10 years related experience.
Proven track record in software sales, preferably in American company.
A strong ability to drive, collaborate, problem solve, and manage a wide range of projects and initiatives.
Deep understanding of pipeline management disciplines and ability to explain benefits to partners/sales teams.
Excellent oral, written, and presentation communication skills suitable for CxO-level interaction.
Willingness to work in high risk, high reward conditions, as well as become a part of worldwide growth story.
Strong analytical skills.
Fluent in English and Russian.
What Bentley Systems Offers:
Competitive remuneration package and excellent benefits.
A professional, supportive and collaborative environment.
Moscow City Center office location.
A Personal Career Development Plan.
Tailored and Hands on Training to empower you on your new role.
Possible opportunities & support for further education.
The opportunity to learn about other solutions that are leading the Worlds Infrastructure.
Colleague Recognition Awards.
Sports, Social and Wellness Activities/Events.
