Bentley is proud to be an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, gender/gender identity, sexual orientation, disability, marital status, religion/belief, national origin, caste, age, or any other characteristic protected by local law or unrelated to job qualifications.

Title - Channel Manager, India

 

LOCATION - Chennai, Delhi, Mumbai or Kolkata

 

POSITION SUMMARY

The Regional Channel Manager has responsibility for developing and educating new and existing Channel Partners to maximize revenue opportunity at the direction of the Regional Channel Program Director/Channel Program SR Director, through leverage of Bentley team members and corporate resources.

 

RESPONSIBILITIES

• Develop a strong network of contacts with the designated Channel Partners Organizations in assign region to identify new business opportunities.
• Collaborate with Channel Program Director/ Channel Program VP on sales programs with a primary focus on driving Channel Partners to deliver more revenue.
• Collaborate with Channel Operations Team and Sales Organization to maximize revenue opportunity.
• Connect relevant Bentley resources to Channel Partner sales activities.
• Developing and tracking of Channel key performance indicators, as well as establishing Channel Partner revenue targets, tiers and authorizations.
• Conduct Quarterly Business Review with assigned Channel Partners and reporting the outcomes to Channel Director/Channel VP
• Educate Channel Partners on Bentley Organization and resources available for their business and product content
• Assist with Channel Partner onboarding and explain the importance to use Bentley LMS, BentleyLEARN, Be Empowered and Bentley Cloud for Channel.
• Educate Channel Partners on specific marketing content for use in Partner marketing activities.
• Respond to inbound enablement queries from these partners and route to relevant Bentley colleagues.
• Present profitable Channel Program proposals to Channel Partners that adds value to their end users and revenue streams.
• Remain current with Bentley products/solutions, industry trends and competitive offerings and attends all relevant training as directed by manager, completing to satisfactory standard.

 

ACCOUNTABILITY

• New Channel Growth
  • Recruiting of 20 new channel partners/year, excluding acquisition partners. 
  • Monthly report of New Channel Partner recruitment
  • Review and approve all new regional Channel Partner appointments, documents, including contract, territory, and targets

 

• Existing Channel Management
  • Weekly, Monthly, Quarterly report of New Business Growth
  • Weekly report of Pipeline Gap Analysis
  • Review and approve all Channel Partner re-appointments, document updates, including contract, territory, targets, bonus values
  • Monthly status report of acquired partners (in last 18 months)
  • Review and approval of Onboarding “events” for channel partners and team
• Team
  • Monthly QBR with Sr. Director Channel Programs
  • Monthly QBR with direct reports
  • Monthly QBR with Channel Sales Desk
  • Review and approval of channel team travel and expenses
  • Coaching, mentoring and succession planning

 

QUALIFICATIONS

Preferred Education

• Minimum of a bachelor’s degree

Preferred Experience

• Bachelor’s degree preferred, and 3-5 years’ experience required.
• Experience of working with Channel Partners is a necessity.
• Proven sales experience in IT, engineering design, analysis, information and content management or project collaboration solutions.
• Strong relationship skills and the ability to work through short or long sales cycles.
• Willingness to travel up to 20% of the time.
• Excellent communications skills.
• Microsoft Office Suite and CRM experience desirable.

 

 

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Bentley is proud to be an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, gender/gender identity, sexual orientation, disability, marital status, religion/belief, national origin, caste, age, or any other characteristic protected by local law or unrelated to job qualifications.