Works independently under close supervision:

Responsible for selling to new channel partners/distributors and cross/up/repeat sales to existing channel partners/distributors.

Maintain existing relationships with organizations distributing products, services and/or solutions.

Deliver product demonstrations, sales bids and presentations to channel partners/distributors.

Manage the relationship with the channel partners/distributors.

ESSENTIAL FUNCTIONS:

Develops and executes territory plan to achieve revenue targets and control expenses.

Works with channel partners where appropriate to drive specific opportunities.

Establishes high-level customer and distributor relationship/intimacy by way of technical and business skills/competencies and situational fluency.

Understands current customer processes and applications and communicates customer technology product requirements to internal stakeholders.

Utilizes a variety of communication and engagement methodologies including quarterly business reviews, executive meetings and technical collaborations; ensures they meet the targeted number of face to face key account interactions per week.

Demonstrates effective employee relationships built on trust, teamwork and accountability.

Performs other duties as assigned with or without accommodation.