The Role

Our leading CAT tool, Trados Studio, has been helping translators and language service providers translate faster, ensure consistent quality and reduce admin for over 30 years.  Over 270,000 translators and 80% of the localization community trust our industry-leading translation software.

With a network of over 40 global Resellers, Channel sales currently contribute 15-20% of Trados Technology sales worldwide.  Due to internal development, we are looking to recruit a Senior Partnership & Channels Specialist.

The role is focused on various activities and initiatives to sustain long-term partner relationships that result in generating business with new and existing customers across all market segments and driving profitable revenue growth.  

Key responsibilities to include:

* Developing strong relationships with Partners by being proactive and responsive to the Partner needs
* Working with senior team members and/or independently to develop Partner sales opportunities
* Approving and processing Partner orders and day to day administrative tasks
* Assisting Partners in achieving agreed revenue goals and ensure they have access to the correct resources and personnel within the company to include:
o Delivery of product and sales training to Partner Community
o New Partner On-Boarding
o Pre-qualifying inbound activities before distributing to relevant Partner
o Ensuring the internal Reseller Community platform is updated and relevant
* Undertaking the Business Consultant role for Partners and their Customers:
o Working with Partners within the Translation Productivity division to qualify opportunities to deliver translation productivity solutions to clients & prospects
o Be responsible for securing the “technical win” to ensure our solutions are viewed as “preferred” by the sales prospect
o Maintain deep knowledge and understanding of RWS and of methodologies, processes, and solutions
o Understand and keep up to date with best practices for implementing RWS products
o Document findings from customer engagements to further progress the opportunity
o Attend customer/opportunity sites with or without Sales representation to discuss localization and introduce the full range of SDL’s product set
o Present the RWS products, concepts and strategies at road shows and other formal events.
o Implement solutions for customer demonstrations and trial/pilot projects 
o Contribute to Proposals/Statements of Work
o Work closely with Professional Services to ensure requirements, estimates and proposals are in line with best practice and deliver experience and a seamless handover to the delivery team
o Keep abreast of developments in the localization industry and technology market including our competitors’ offerings
o Provide project guidance during Sales cycle with both Partners and Customers
o Work with Support and PS teams to provide feedback to sales regarding relevant changes to process or product
* Contribution to Partner marketing planning and strategy
* Achieving set revenue goals and KPIs 
* Some travel may be required

Requirements:
* Degree or equivalent combination of education and experience
* Fluent in English, Hungarian and/or Romanian – spoken and written 
* Good verbal and written communication skills in another language desirable although not required
* Experienced user of Microsoft office suite (Outlook, Word, Excel, PowerPoint)
* Working knowledge of Salesforce.com an advantage
* Minimum of 10+ years related experience
* Previous experience in remote and virtual teams
* A strong technical background covering the Trados product portfolio
* Proven sales experience
* Focused, polite and persistent, cool stable demeanor
* Good logic and capable to remain calm under pressure and search for alternative solutions to meet customers’ requests
* Good use of logic, strong command and practical approach and common sense
* Analytical skills
* Attention to details
* Fast learner and/or diligent learner- nimble learner
* Ability to:
o be curious and investigative
o work under certain ambiguity within policies and procedures, self-starter
o multitask, prioritise and perform effectively under pressure, while maintain focus on delivering an excellent experience to the customers
o apply advanced sales and relationship expertise in nurturing partner relationships and driving revenue growth.
* Organised and comfortable working with both deadlines and sales targets
* Builds a strong, trust-based rapport with both internal and external customers
* Self-motivated and able to work independently
* Team player
* Excellent communication skills