Tuesday 21, Jul 2020

Head of Channel Program - SaaS 


Dubai, - United Arab Emirates - Salary Not disclosed

10 Years Morning Shift Full-Time

Job Details

Information Technology
Career Level:
Manager (Manager/Supervisor)
10 Years
Required Qualification:
Master of negotiating and structuring partnerships
Requires Traveling:
Salary Not disclosed
Salary Type:
Per Month
Total Vacancies:
channel distributionlinesaleschannelfunctionalbuildpipelinesupportteamchannel businessunitleaddevelopmentservicetrainingchannel partnerschannel partnerinfrastructuremarketactivitiesgovernancereportingpartnermarketingchannel salesbusinessperformanceimplementationtechnical supportpartner managementdistributioncustomer servicebrandbrandingsenior managementterritory salespartnershipssoftwareareasales presentations


The Role

We are looking for a transformational leader to assume end-to-end responsibility of running our channel distribution function in line with our sales objectives. Internally, you will set long/short term channel strategies, create functional infra governed by specific objectives, build the channel pipeline, sales & support team; putting policies/procedures in place to support the entire channel business unit. Externally, you will lead development, service, training and growth of relationships with channel partners, right from attracting/recruiting the channel partner to keeping them engaged and ensuring they operate efficiently as per the set Fero SOPs.
The Responsibilities
1. Build the BU & Supporting Infrastructure
- Develop and implement the channel distribution playbook
- Analyze market trends and competitor activities to tweak channel approach accordingly
- Recruit, conceptualize and manage the channel team, functions, governance and reporting
- Partner with marketing team to develop robust co-marketing campaign strategies
- Partner with Product and Engineering teams in roadmap development as per channel feedback
2. Operate & Manage BU Health
- Build a one-to-many channel sales and referral strategy and pipeline by identifying, qualifying, recruiting new channel partners within the assigned territory
- Coordinate with sales team & partners to create and execute business plans to meet sales goals
- Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Set up new channel partners’ kit and oversee the on-boarding process
- Support partners through the entire sales process; including sales collateral, sales call preparation, joint presentations, and contracting (pricing & negotiating)
- Work with partners to develop custom implementation proposals, quotations, and pricings
- Run the contact centre for customer & technical support
3. Train & Optimize the Network
- Address partner related issues, sales conflicts and pricing issues in a timely manner
- Communicate up-to-date information about new products and enhancements to partners
- Assure partners have up-to-date knowledge of new products, features, roadmap and any other updates
- Manage channel training. Ensure the same is delivered for all feature/version releases
- Develop process improvements to optimize partner management activities
- Develop, execute and maintain proper contracts for all aspects of channel engagement ( distribution terms, confidentiality, data protection, customer service and brand reputation)
- Ensure corporate direction, branding and messaging guidelines are followed
4. Govern & Report Channel Performance
- Drive tech enabled execution of all activities across the BU
- Liaise with partners to solve issues, communicate needs and create synergy
- Ensure all internal processes are being run as per set SOPs, take regular stock of KPIs and present performance dashboards to the senior management
- Keep a constant eye on channel partner dashboard to spot anomalies, identify gaps for maximizing territory sales and create custom reports reflecting the service levels being provided by the partner
- Seasonal deep-dive into benchmarking Fero product sales with other similar products in the partner inventory
- Run channel partner loyalty initiatives
- Drive internal control on implementation and customer service quality being provided through partners
Required Qualifications & Skills
- Master of negotiating and structuring partnerships
- 10-15 years of successful channel sales track record and quota achievement of enterprise (SaaS) software products and services solutions
- Must have proven track record of managing multi-functional teams, resources and multi-dimensional sales efforts, both at the customer level and corporate environment
- Experience in the area of freight tech sales will be a huge plus
- Excellent interpersonal, presentation, communication, and organizational skills
- Ability to assemble and present effective sales presentations at the C-Level
- Experience working with reporting and CPM tools like Channeltivity, MindMatrix, Elioplus etc
- Ability to travel 50% is a must.
Write to us only If you identify with at least 90% of the above.
Tip - If you really want to stand out as a candidate to our hiring team, please email us your application on , including a cover letter along with your resume, explaining why you are a good fit.

Job Specification

Fero.Ai is in search of talented and motivated individuals for the post of Head of Channel Program - SaaS in the field of Information Technology in one of their office located in Dubai - United Arab Emirates. The ideal candidate should have master of negotiating and structuring partnerships qualification and atleast 10 years of experience. The position require channel distribution, line, sales, channel, functional, build, pipeline, support, team, channel business, unit, lead, development, service, training, channel partners, channel partner, infrastructure, market, activities, governance, reporting, partner, marketing, channel sales, business, performance, implementation, technical support, partner management, distribution, customer service, brand, branding, senior management, territory sales, partnerships, software, area, sales presentations mandatory skills. This is a Full-Time morning shift job.

About Fero.Ai

Fero is leading the 2nd generation of digital transformation in logistics. Our teams have created the world’s 1st AI voice agent that will eliminate repetitive human interaction through simple voice commands, in freight transactions across industries. We are supercharging the logistics functions of enterprises through our LPA services that use automation systems such as narrow AI, ML, Speech Recognition, Computer Vision & NLP to make transactions automated + seamless, globally. Our clients come to us with their toughest logistics issues, so we’re building a team that likes to be challenged and enjoys solving complex problems.

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