Channel Sales Manager

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QAD

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1979

🏢 Enterprise

☁️ SaaS

Enterprise • SaaS • Supply Chain

QAD is a company specializing in enterprise resource planning and industrial transformation solutions. Their Adaptive Enterprise platform helps businesses optimize processes, align people with technology, and manage critical business challenges. QAD's offerings include software for manufacturing, inventory management, supply chain planning, quality management, and global trade compliance. Their solutions serve a range of industries, including automotive, consumer products, food and beverage, industrial manufacturing, and more. The company focuses on becoming an adaptive enterprise by integrating advanced scheduling and data-driven insights.

📋 Description

• Own end-to-end sales cycle from prospecting to closure for QAD’s ERP software solutions and other offerings. • This includes recruiting, developing, planning, co-selling with Partners to scale in the region. • Drive initial client engagement independently, leading first prospect meetings, uncovering pain points, and establishing business cases. • Target and pursue net new customers and new leads within existing active customers to expand market share. • Qualify opportunities based on commercial fit upfront (e.g., ICP). • Request resources after commercial qualifications, following standardized processes (e.g., fill out templated SE request form to be approved by SSEM / deal team). • Develop and maintain account plan for Tiered accounts, including strategic objectives, pipeline / whitespace analysis, persona mapping, action plan, etc. • Collaborate with CSM on account strategy through a regular cadence of touchpoints (e.g., monthly joint account planning for Tier 1 accounts). • Own commercial engagement for complex renewals (e.g., multi-year, multi-region, strategic at-risk accounts). • Manage and foster relationships with executive sponsors and key stakeholders. • Maintain pipeline health, forecasting accuracy, and deal hygiene in CRM. • Actively capture sales success stories (e.g., wins, competitive takeouts, migration deals) and provide input into pitches and business value narratives to marketing/enablement. • Own internal cadence and governance of "pod" structure (e.g., with CSM, SSEM, Services PM), ensuring timely and consistent handoffs across the customer journey.

🎯 Requirements

• Minimum of 5-8 years of experience as a proven sales performer in the ERP or broader software solutions industry. • 5+ years of enterprise-class direct license/subscription sales, with a minimum of 3 years of field-level enterprise software sales. • Minimum of 3 years of successful experience as a direct contributor carrying an individual quota. • Minimum 3 years of Channel / Partner sales experience, existing Partner networks to activate and scale with preferred. • Ability to understand, leverage and sell AI based solutions is a must-have. • Demonstrated ability to meet and exceed quarterly and annual quota assignments. • Strong understanding of manufacturing business processes and the ERP competitive landscape. • Strong communication skills: writing, editing, and presenting are a must-have. • Ability to sell a solution based on value and business outcomes, not solely on product features. • Bachelor’s degree in Business, Marketing, or a related field preferred. • Willingness to travel up to 50% as needed for global opportunities.

🏖️ Benefits

• Your health and well being are important to us at QAD. We provide programs that help you strike a healthy work-life balance. • Opportunity to join a growing business, launching into its next phase of expansion and transformation. • Collaborative culture of smart and hard-working people who support one another to get the job done. • An atmosphere of growth and opportunity, where idea-sharing is always prioritized over level or hierarchy.