Channel Business Manager

Description

Are you a seasoned sales professional with a passion for fostering key business relationships and driving revenue growth on a national or regional scale? StarTech.com is seeking a Channel Business Manager (CBM) to join our team. The CBM plays a pivotal role in maximizing the value of relationships with key accounts, ensuring revenue growth, and maintaining a positive customer experience. As a key player in our organization, the CBM will oversee the Channel in alignment with StarTech.com's strategic directives, executing and upholding robust account plans for designated accounts. In addition to strong communication, commercial thinking, and relationship-building skills, a solid foundation in computer hardware technology is critical for establishing credibility in this role. The successful candidate will demonstrate proficiency in critical thinking and data analysis, bringing a data-driven approach to decision-making. If you're ready to leverage your strong tech knowledge and relationship-building skills to shape the future of our business, we invite you to apply for this exciting opportunity.

What you will be responsible for:

• Account Management:
  • Build and maintain enduring relationships with targeted distributors, understanding their business needs, objectives, and go-to-market strategies.
  • Manage top accounts, analyze revenue concentration by segment and customer, and monitor distributor metrics.
  • Proactively participate in projects, resolving issues, and providing valuable input aligned with distributor requirements.
  • Represent StarTech.com at selected tradeshows, delivering compelling sales presentations and actively seeking new opportunities and partnerships.
• Technical Proficiency and Product Mastery:
  • Maintain a robust understanding of industry products through collaboration with colleagues and utilizing available resources.
  • Leverage information from various departments to stay informed about StarTech.com products and gain insights into competitors' offerings.
• Bid Process, Customer Success, and Engagement:
  • Manage end-to-end opportunity management and implement bid process mechanics, including inputting bids, status updates, and information gathering.
  • Prioritize and uphold customer satisfaction, making decisions on upsell and cross-sell opportunities to maximize revenue from existing customers.
  • Drive the flow of back orders, ensuring fulfillment of customer deadlines, and collaborate with operations teams to optimize inventory flow.
• Sales and Revenue Growth:
  • Identify upsell and cross-sell opportunities to maximize sales and revenue from existing customers.
  • Work towards and achieve sales targets to contribute to overall company revenue goals.
  • Implement strategies for sales and revenue growth within assigned accounts, demonstrating proficiency in sales probing and qualification techniques.
• Merchandising Enablement and Collaboration:
  • Provide insights to business leaders and internal marketing partners for the selection and execution of partner programs to optimize revenue.
  • Collaborate with cross-functional teams to ensure product delivery meets customer expectations.
• Market Analysis:
  • Stay informed about industry trends, market conditions, and competitor activities.
  • Provide valuable market insights to internal teams for product/service development and operational strategies.
• Problem Solving:
  • Resolve customer concerns promptly to maintain a positive customer experience.
  • Proactively identify and address potential challenges before they impact customer relationships, acting as a problem-solving resource for customers.
• Metrics and Reporting:
  • Monitor and report on key performance indicators (KPIs) to assess the health of customer accounts. Achieve targeted revenue contributions, aligning with the company's overall financial objectives.

Essential Qualifications:

• Minimum 5 years of experience in IT sales, account management, or a relevant technical role.
• Solid understanding of technology and IT products, encompassing hardware, software, networking, and related technologies.
• Proven track record in sales and account management, demonstrating successful management and growth of customer accounts.
• Demonstrated experience in delivering excellent customer service and building lasting relationships.
• Collaborative experience with cross-functional teams, including sales, marketing, digital merchandising, operations, product development, and support.
• Excellent verbal and written communication skills.
• Ability to think commercially, executing account plans aligned with both customer needs and company objectives.
• Proactive attitude with the ability to anticipate distributors' needs and address issues proactively.
• Strong problem-solving skills to address customer issues promptly and effectively.
• Appetite for learning and professional growth, coupled with a team-oriented mindset and a drive for success.
• Strong interpersonal skills for building and maintaining relationships with customers, colleagues, and stakeholders.
• Efficient time management skills for handling multiple accounts, priorities, and deadlines effectively.
• Adaptability to changes in the industry, market conditions, customer needs, and/or evolving needs of the StarTech.com business.
• Excellent understanding of the sales process, including lead generation, probing and qualification, and closing deals.
• Familiarity with financial metrics, profit margins, and budgeting.
• Ability to plan and deliver compelling presentations conveying value propositions and business solutions.
• Experience using Power BI for data analysis, tracking KPIs, and deriving insights to inform decision-making.
• Proficiency in Excel applications and PowerPoint.

Preferred Qualifications:

• A bachelor's degree in business, digital merchandising, information technology, or a related field.

Benefits & Perks:

• Comprehensive Benefit Plan and RRSP Matching
• Competitive Vacation Policy
• Fitness Subsidy
• Training and Development Program
• Paid Charity Day and Regular Company Fun Events
• StarTech.com Product Discount
• Bonus Plan

About us

We are in the business of human-centered experiences starting with yours. We believe delivering on our promise of "hard-to-find, made easy" begins with an employee experience founded in opportunity, teamwork, empowerment, and curious minds always asking what if. Not only does our commitment to the exceptional deepen relationships with our partners and customers, it also ignites connection within our team.

Born and raised in London, Ontario, Canada and now taking on the world, we are a vibrant and growing tech company with a proven track-record of success. StarTech.com makes it easy for IT professionals around the globe to identify, find, get and use the hard-to-find connectivity parts they need to enable and enhance their technology solutions.

Operating in 26 countries globally, we are proud to be included as one of Canada's Best Managed Companies for 2023 and for the 13th consecutive year. In 2022, StarTech.com was proud to be included in Financial Post's FP500, a ranking of Canada's largest corporations based on revenue. We are honoured to be named by Kincentric in 2019 as one of Canada’s “Best Employers” as well as “one of Canada’s fastest growing companies” for a ninth year in a row by “Profit 500”.

StarTech.com is an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, StarTech.com will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform Human Resources of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation.


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