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Channel Development Manager - International

GroupLogic, Inc - Arlington, VA Area

Job Description
GroupLogic (www.grouplogic.com), based in Arlington, VA, helps enterprise IT organizations simply and securely integrate diverse computing platforms into enterprise environments, connecting employees to enterprise files, content and assets to facilitate a more productive and efficient work environment.

With more than two decades of experience, GroupLogic leads the marketplace in helping IT organizations effectively and easily manage the integration of Apple Macintosh computers and leading mobile devices, such as iPad and iPhone, into the enterprise ecosystem. We are currently looking for an experienced Channel Development Manager (focused on International) to join our rapidly growing team.

Reporting to the VP of Business Development, the Channel Development Manager will provide strong leadership and help drive new sales revenue by further building and implementing a comprehensive network of partnerships in the channel space. You will be responsible for recruiting, negotiating agreements, enabling and managing GroupLogic’s key strategic channel partnerships.

Position Responsibilities:

  • Manage all partner activities within the region and align with the GroupLogic Regional Account Executives to drive partner strategy and execute a mutually agreed upon plan. This require strong team work and leadership qualities.
  • Achieve key business goals and partner revenue quotas: manage partner contract and quota negotiations. Ensure minimum certification and performance levels are met.
  • Prospect, identify, recruit, negotiate, enable and manage new channel partners. This requires an understanding of the enterprise mobility channel space to determine fit and enable predictable success.
  • Recruit new channel partners: This means owning the selection profiling process as well as the on-boarding processes such as contract negotiation and administration.
  • Enable channel partners: Create and drive enablement activities based on automated and repeatable processes. Responsible for all development and enablement activities within the channel partner (sales, order placement, renewals, and services).
  • Manage channel partners: Work with existing partners to develop the business to be a highly profitable and strategic part of their overall business. Responsible for ensuring a strong relationship exists with partner senior management.
  • Work closely with the channel marketing team to drive successful demand generation programs through channel partners.
  • Create, implement and maintain a business plan with the channel partners that will establish and maintain high awareness of GroupLogic’s value proposition and market position across the channel partner organization including executive relationships.
  • Some travel will be required.

Position Qualifications:

  • Strong channel background and experience in building and leveraging channel partners. Can influence and drive a channel-focused business.
  • 3-5+ years technology vendor experience - preferably in enterprise selling - security, storage, mobility technology - into the channel space.
  • Track record of building and executing strategies to build best in class channel partner programs based on quantitative and qualitative market opportunity assessment.
  • Ability to build relationships and influence cross functionally; experience negotiating licensing contracts, coordinating and leading executive level sales meetings and implementing quarterly business plans.
  • Great relationship skills, tenacity, resilience and inter-personal/presentation skills.
  • Strong organizational skills with the ability to multi-task and set priorities.
  • Bachelor's degree or equivalent preferred, MBA a plus.

Please submit your cover letter and resume to cdm@grouplogic.com

About GroupLogic

GroupLogic helps enterprise and education IT organizations simply and securely integrate diverse computing platforms into enterprise environments, connecting employees to enterprise files, content and assets to facilitate a more productive and efficient work environment. With more than two decades of experience, GroupLogic leads the marketplace in helping IT organizations effectively and easily manage the integration of Apple products into the enterprise ecosystem. Whether IT organizations are looking to integrate existing Apple assets, purchase additional Apple hardware like Macintosh computers and iPad mobile digital devices, or want to take advantage of the hardware costs savings that accompany the adoption of IT consumerization, GroupLogic enables IT organizations to easily and securely manage the rapid integration of diverse platforms while ensuring resources are optimized. GroupLogic enables the enterprise to focus on what is really important - competitive differentiation, improved employee productivity, mitigated risk and reduced costs. GroupLogic's proven products-mobilEcho, ExtremeZ-IP, ArchiveConnect, and MassTransit-are in use by some of the world's most innovative companies, including Christie's, International Greetings and Omnicom Group.