Channel Business Development Manager DACH (m/f)

celum is a global software vendor and celum products automate marketing-, communications- & sales processes. More than 350 clients from 30 countries, among them some of the largest organizations in the world, rely on celum technology.

“We love to learn. We love results. We love what we do.”

celum is a privately held corporation, independent and built upon a solid financial and structural basis - lead by sustainability as a core principle.

What does „celum“ mean?  It is derived from the latin word „caelum“, meaning “sky, heaven”. celum stands for curiosity, openness, friendliness, dedication, and the constant desire to make everything better, to improve everything we do, each time we do.

After a fantastic FY09 with a growth of 30% and a planned similar growth for the next years (incl. new entities in France, USA, new distributors in Asia etc.) we are now looking for a

Channel Business Development Manager DACH (m/f)

Vienna / Linz / Essen

 Responsibilities

• Generates new business from new channel partners within the DACH region
• Create and maintain a sales pipeline of opportunities within the designated Enterprise market
• Actively supports the direct sales team and the Product Management in developing business through the partner by actively working on encouraging referrals through the partner
• Writes effective proposals which address the needs of the Partner prospects and outline a profitable solution for both Partner and celum
• Negotiates pricing and contract terms for long term relationships
• Provides in co-operation with Product Management appropriate level of support to channel partners in terms of competitive support and marketing materials and events  as well as assist them in their ongoing endeavors to promote celum’s solutions
• Manage tactical channel issues including managing channel conflict, channel communication strategy and execution
• Interface with policy on channel related policy matters
• Propose and negotiate with companies/groups to build alliances that make the channel stronger
• Develop a comprehensive understanding of business trends needs requirements of the relevant Enterprise market and provide regular feedback to the company, especially in terms of new product requirements.
• Handover of new Partners to direct sales organization and managing this transition
• Provides metrics and trends on the health of all existing channel partners

We are looking for someone who has:

• 5 to 7 years experience in channel sales in DACH
• Graduate degree preferably in business administration or marketing. Higher degree, such as MBA or Marketing qualification from recognized national or international body is an advantage but not necessary.
• Proven experience in partner sales and channel management within a business to business IT company. Experience of working on a Cxx Level with Partners in DACH is a must. Knowing already the DAM segment and how to address the CMO would be a clear advantage.
• Strong negotiation skills
• Project management experience
• Excellent communication skills (both oral and written), German language and English (German as native) are a must.

We are looking for someone who is:

• Enthusiastic
• Good attention to detail and first-class organizational ability
• High affinitive of IT and social networks
• Collaborative and gregarious
• Conscientious
• Practical, hands-on (esp. to start with!)
• Enjoys being a generalist, involved in all aspects of channel sales
• Strives for high quality of sales activity, complex concept selling (consultative)
• Clear communicator
• Driven to achieve results and targets
  
  
  This role would suit a self-motivated, results-oriented individual who is comfortable in an entrepreneurial environment, capable of driving and coordinating internal stakeholders at all levels of the organization and has the ability to drive tactical execution of high level channel strategy. The ideal candidate is someone interested in implementing an aggressive channel strategy and someone who is able to convince external and internal stakeholders of the validity of the approach. To succeed in this role the candidate will possess a combination of big-picture vision and creativity with detail-oriented execution skills and business savvy.
  

We offer

a young dynamic and open team with a senior management, a successful company with great potential, a truly international environment, high level of self responsibility, superb personal development path and a competitive package.

We are looking forward to meet you!

Pls. note, we will only consider:

• Direct candidates, no third party applications
• Local candidates (Vienna / Linz/ Essen), no relocation
• Candidates that fulfill the requirements!

27.08.09