Channel Account Executive

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15 hours ago

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51 - 200 employees

📋 Description

• Identify and sell to customers through our partners, working to register, qualify, and sell complex enterprise opportunities through the entire sales cycle. • Collaborate with VAR resources to deliver comprehensive sales, product, and technical training to customers, ensuring they are fully equipped to position and sell Workday. • Maintain a consistent and accurate sales forecast for all VAR business in your region and industry focus. • Identify and analyse growth industries and relevant trends in the target market, pin-point hidden champions in the SMB sector with a strong growth potential and fit to our product offerings. • Build and maintain strong, trusted relationships with executive leadership, sales management, and key stakeholders within the partner organizations. • Proactively manage potential channel challenges by establishing clear rules of engagement and facilitating resolution between partners and the direct sales organization to create a smooth customer experience. • Serve as the "voice of the partner" internally, communicating partner needs and market feedback to internal teams such as Field Sales, Product Management, Marketing, and Customer Success. • Actively identify, recruit, and onboard new partners who align with geographic, industry, and technical gaps in the existing channel network to expand market reach. • Create, maintain, and follow through with annual and quarterly business plans (QBPs) with top-tier partners, including defined revenue targets, marketing activities, training schedules, and pipeline generation goals. • Lead the overall performance of the assigned partner portfolio, regularly supervising and reporting on partner sales activity, pipeline health, and key performance indicators.

🎯 Requirements

• 5+ years of demonstrable success in channel sales, partner management, or business development within the enterprise software, SaaS, or technology sector. • Proven ability to understand and articulate the business value of complex enterprise software solutions (e.g., Cloud ERP, Analytics, Industry-specific SaaS). • Verifiable track record of meeting or exceeding multi-million dollar annual sales or channel revenue quotas. • Higher education or equivalent experience in Business, Marketing, or a related field; a technical degree practical experience is a plus. • Expertise in using CRM software (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting. • Excellent verbal and written language skills in German and English. • Strong executive presence and presentation skills; comfortable engaging with C-level audiences. • Curiosity and high interest in AI solutions so Deep understanding of different partner business models (VAR, SI, MSP, OEM, Distributor) and how to drive profitability for each. • Proven track record in working effectively in a highly matrixed organization, getting results through influence rather than direct authority. • Willingness and ability to travel up to 50% within the assigned territory.

🏖️ Benefits

• Competitive remuneration, restricted stock units & an ESPP • Health insurance for employees and their families, pension plan & more • Flexible working hours and work from home option • Structured employee onboarding & Workday sales academy to ensure a quick and successful ramp up • Team events, employee assistance program, perks/discounts offerings, free fresh fruit & snacks in our office locations and more