Nuance

Regional Channel Sales Manager

MX-Mexico City
Job ID
1-34720
Category
Sales - All Openings
Pos. Type
Full Time

Company Overview

At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.

 

Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.

 

Join our Enterprise team…great customer service starts here. We design virtual assistants for intelligent and effortless customer service helping customers find the information they need using whatever channel they prefer.

Job Summary

The CSM will be reporting to the Regional Sales Director Latin America

The Channel Sales Manager (“CSM”) will work closely with Nuance’s existing channel partners to manage relationships in the context of our partner program, enable joint marketing ventures, and pipeline development with regional sales leadership.

The CSM will be responsible of the Nuance’s partner onboarding program and work to expand existing and onboard new partners to drive sales leads and revenue.

 

Responsibilities: 

  • Onboard, enable and manage channel distribution partners and system integrators in the region
  • Drive new bookings and revenue through the partner network.
  • Build relationships within existing partner ecosystem to drive new programs, leads and revenue.
  • Develop and drive channel execution plans
  • Create and implement a strategic sales plan in conjunction with sales leadership
  • Work with the Regional Sales Director to own the overall prospective partner qualification process, onboarding process and field training for new prospective partners.
  • Own qualification and onboarding of new partners and renewal of existing partners. Facilitate internally and help create business case as needed. Includes assisting in negotiation of current and prospective partners
  • Identify new business opportunities with partners
  • Utilize industry knowledge/affiliations to capitalize new sales opportunities
  • Track and evaluate booking performance of active partners.
  • Work with Regional Sales Managers to facilitate regional partner plans and hit regional sales goals.
  • Train the active partners
  • Train Regional Sales Managers on new partner capabilities and sales enablement.
  • Responsible for performance metrics and recording activities in SFDC.

Number of Years of Work Experience: 10+ years

 

Required Skills:

  • Proven track record of identifying and growing new partner channels
  • Proven ability to work with cross-functional teams to drive bookings and revenue
  • Proven ability to negotiate and close contracts
  • Named Account penetration, account planning and opportunity management
  • Channel conflict management capabilities
  • Minimum of 10 years new business development experience; 5 years’ experience working with Partners
  • Sales experience within an IT Services company or a technology company with a significant services component
  • Solution and Consultative Selling Skills 
  • Proven experience working with IT Reseller and VAR channel
  • Experience selling Enterprise solutions through resellers and Systems Integrators
  • Excellent verbal and written communication skills
  • Ability to work effectively across internal and external organizations
  • Proven track record of exceeding annual targets
  • Excellent organizational and time management skills
  • Fluent (and in business setting) in Spanish & English. Fluent in Portuguese is plus
  • Self-motivating, able to assume responsibility in a professional manner

Preferred Skills:

  • 10+ years sales management experience
  • Expertise on setting up two-tier distribution model
  • Strong presentation skills
  • Direct and Indirect Enterprise Software selling experience to large enterprises companies
  • Solid knowledge of Enterprise-class IT technologies including speech solutions, biometrics, virtual assistants and analytics. Cloud solutions & mobile applications is a plus.

Education: Degree and/or MBA preferred 

Additional Information

Nuance Communication Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics. The EEO is the Law poster is available here: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf . If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5000 – Human Resources Department and let us know the nature of your request and your contact information.

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