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Job #:  478
Job Title:  Channel Marketing Manager for Commercial PC SW
Perm or Contract:  Permanent
Date Posted:  05-Jun-2015
Position:  Marketing Representative
Location:  Palo Alto, CA
Area Code:  650
Skills:  channel management, SaaS, building partner ecosystems, cloud based software, channel strategy, onboarding
Job Description:  Channel Marketing Manager
Reporting to the Director of Product Marketing, the Channel Marketing Manager will be responsible for developing the channel strategy for a new cloud-based software portfolio targeted to SMB. This person will assess the routes to market and identify the optimal distribution model for the portfolio. He or she will be accountable for developing channel business models and incentive structures, and overseeing the recruitment and enablement of the channel ecosystem.

Key to the success of this role will be an in-depth understanding of all aspects of the partner life cycle, with proven best practice execution in the areas of recruitment, onboarding, knowledge transfer, value proposition alignment, and co-marketing strategy and execution. This person while expected to propose innovative routes to market, will also need to determine how to leverage existing channels which today are focused on larger customers and hardware sales. Previous experience developing and managing a channel ecosystem for SaaS offerings is a must. The ideal candidate will be a change agent capable of inspiring new ways of doing things while bringing key stakeholders along.

Key responsibilities include:
HP is looking for a goal oriented team player with deep (indirect) channel development expertise in SaaS and a track record for taking programs from vision to execution. The successful candidate will be responsible for:

Developing the channel strategy and business models;

Developing and executing the recruitment strategy;

Developing the required channel enablement tools (e.g. messaging, demos, compete datasheets, etc.);

Understanding, adapting and communicating the portfolio value proposition to the channel;

Establishing a channel scorecard and key performance indicators for regular reporting to the leadership team;

Tracking channel performance across the regions and working with Partner Account Managers to implement Correction of Errors plans to ensure target attainment;

Assisting with channel skills assessment and driving improvements to increase performance;

Liaising with the corporate Channel organization to leverage relevant programs;

Drive portfolio revenue growth.


Required skills and experience:

Bachelor's degree, ideally with a focus in Marketing, Business Administration, Computer Science or related field plus five years of corporate experience;

7+ years of experience in Channel strategy development and management;

7+ years of experience in high tech and SaaS industry;

Indirect channel management experience;

Mastery of channel economics;

Experience in selling through channels;

Proven, measurable results in driving channel growth and achievement required;

Experience originating and developing programs to scale;

Excellent communication, interpersonal and presentation skills.
Job #:  478

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