Channel Account Manager

Fantastic opportunity to work as a Channel Account Manager aligned to a $24bn strategic partner with EMEA Headquarters in London. 
Now in year two, the strategic relationship is going from strength to strength with significant investment to further accelerate growth and drive towards a £100m+ target. Your role will be central to driving growth by cross-selling Hornbill into our partner’s 250 dedicated account directors.

Our channel growth is fuelled by an unparalleled market intelligence system that zero’s in on our partners account base to highlight in real-time data driven leads. All the essential elements are in place for substantial growth – best of breed software, sales enablement including training academies and certification, strategic partnering agreement, showcase customers, compelling win stories and a shared focus on market changing growth.

Enterprise Service Management technology is rated as a must invest sector – growing annually in excess of 20%. The Go to Market strategies which leverage existing client relationships through channel provide fast deal cycles and significant revenue expansion. You will be our point of presence in this Strategic Partner and support expansion in one of their key strategic growth areas.

Responsibilities

• You are accountable for driving growth within our strategic partner by identifying and passing data driven leads to the partners team of Account Directors who own the customer accounts.
• Be the face of Hornbill and become the recognised subject matter expert within the partner.
• Network and expand the footprint of the senior portfolio owners in the client to maximise the penetration of the Hornbill message.
• Systematically increase the number of trained partner teams by enrolling in Hornbill Sales Academy.
• Proactively use Hornbill’s data driven lead model to identify the leads, nurture as required and profile the opportunity and hand-over qualified leads with clear calls to action to the partner’s sales and account teams.
• Champion partner requirements for additional solution capabilities to enhance product roadmaps and consultancy offerings.
• Learn and stay abreast of competitors offerings, the ESM market and where the Hornbill value proposition resonates.

You have

• Strong experience as a sales professional operating in driving growth in channel and in blue chip environments. 
• Experience working directly within enterprise technology sector preferably within IT Service Management or Enterprise Service Management
• Experience in selling to Financial, Business and Professional Sectors, NHS or local government sectors advantageous.
• Experience selling Enterprise SaaS Solutions.
• A strong background in customer service and ideally be familiar with our internal processes and systems.
• A demonstrable passion for delivering a positive customer experience and maintaining composure in difficult situations.
• The necessary maturity and judgment combined with skills in negotiation, influencing and leadership and a positive can-do attitude.
• Strong communication and excellent positive interpersonal skills.
• A detail-oriented mindset with a meticulous attention to detail.
• You need to have a growth mindset; looking to see possibilities and opportunities not limitations and always looking for ways to learn new skills to develop yourself.
• Proven success in engaging with executives, VP and/or "C" level.
• Excellent networking ability.
• Outstanding communication, presentation and negotiation skills (verbal and written).