Broadridge Financial Solutions Channel Sales Manager in Boston, Massachusetts
The Channel Sales Manager will play a key role in the execution of Broadridge's Solutions Group strategy. This highly visible position will be filled by an individual with exceptional drive and energy, who has strong financial, analytical, and collaboration skills to work with Sales and new and emerging strategic business partners.
Success will ultimately be measured by the success of our revenue growth and opportunity related to the channel. You will be assessed on the effectiveness of the Strategic Account Team's ability to improve metrics such as pipeline growth, new sales strategies & capabilities in conjunction with key business partners. Many business partners are still being recruited; therefore there is an important component to solidifying these relationships and ultimately delivering on carefully thought out plans and milestones related to a successful partnership. Roles:
This position has the following responsibilities:
Refine and create strategies relative to Partner Business Development efforts.
Develop joint strategies to build pipeline and drive sales in key accounts with Business Partners within FS markets
Recruit and on-board new partners in support of future growth including planning, enablement and pipeline development activities
Co-Create and rollout new Product / Services Offerings to support key customer use cases -- Support Business Partners in their selling and marketing efforts
Collaborate with Marketing on lead generation and go to market efforts
New Opportunity Presentations: Develop new discussion documents to demonstrate an understanding of a prospective partner's needs and how Broadridge aligns to meet those needs. You will need to understand the relevant value propositions for the prospective partner and present them in a fashion that will be well understood by prospective clients' C-suite decision makers.
Business Case Creation and Communication: Assist with the creation of all phases of a business case (market analysis, strategic fit, financial models, and integration plans) and the communication of the business case to all internal partners, including Partner and Broadridge's C-level suite of executives.
Internal presentations. Monthly and ad hoc views of the progress against Sales Plans are required.
Facilitate Business Partner efforts with Sales Teams
Minimize engagement conflict across teams
Provide coaching and expertise to Sales and Partners
Identify and drive partner sourced opportunities
Track and manage joint pipeline with partners
Develop strategic sales plans, specific to individual client and business partners to find opportunities to grow pipeline, sell appropriate products and services and maximize revenue.
Keep partners aware of current and planned product information.
You will maintain positive relationships with partners by appropriately directing any service, delivery and billing issues.
Provide management with all requested sales reports and supporting correspondence, including the utilization of the sales management tool [Salesforce.com].
You will attend trade shows, conferences or other industry-related events to help strengthen existing Broadridge and Partner relationships, develop new relationships, remain current on industry issues, increase awareness of competitive offerings, and promote Broadridge products and services.
Manage internal resources to provide the necessary expertise and support during the sales process and the recruiting of new business partners including legal, finance, product specialists, and senior management.
Reporting: This position reports to Vice President -- Channel Sales, Strategic Solutions Group.
Minimum five years' of experience in business development and channel partner engagement.
Software / Services sales preferably working with investment banks / broker dealers / custodians / asset managers / administrators.
Familiar with advisory / consulting firms and working with resell / distribution partners along with all elements of partner sales and partner account management: partner on-boarding, origination of deals, sales process and closing.
Ability to build compelling pitch books, business cases, and other presentation material. Highly effective verbal and written communications skills, and the energy and organizational ability to "get it done".
Will have a deep understanding of the recent trends / challenges and what's selling within these Financial Services markets.
Creating and Selling of Solutions Offerings.
Joint account strategy development.
Account planning and long term sales pipeline development.
Selling of complex products.
Have overall industry knowledge, with an ability to quickly learn the Broadridge product set.
Excellent time manager, qualifier and negotiator.
Strong written and oral presentation skills are required.
Excellent PowerPoint and Excel.
Ability to work in a dynamic, high pressure environment.
Travel may be required.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled