Manage team of individual contributor sales representatives responsible for a named account base within a specific geography / region / country.
That named account base may consist of five to ten quota-bearing accounts.
The manager is responsible for leading the team in meeting and exceeding all sales goals.
They are responsible for ensuring that each account and each individual contributor sales representative has a plan for and is on track to overachieve their quota(s) and any other assigned objectives.
Responsible for ensuring that sales and marketing activities are properly coordinated across the named account base, that channel-
wide programs (as appropriate) are adopted and fulfilled, and that fair and equitable distribution of marketing resources is achieved, while considering the needs of the partner and of Symantec, and the market conditions and objectives of the company.
This individual will coordinate with their counterpart(s) in the marketing organization to ensure thorough communication and maximize all revenue opportunities.
The manager will liaise with other parts of the Symantec organization, including, but not limited to, finance, operations, order services, IT, marketing, and product development, on behalf of their sales team and named accounts.
This individual will ensure that customer concerns, wishes, issues, and ideas are vetted and forwarded to the appropriate internal contacts for action, and assume the lead role in ensuring that action is taken (as appropriate) and communicated to the individual contributor and to the channel partner.
The manager is responsible for coordinating the forecasting activities of their individual contributors and channel partners, and for ensuring that those forecasts are complete, comprehensive of applicable marketing and promotional activities, and logical.
This individual is expected to be able to analyze and report on sales trends, identify issues, and coordinate resources up to an including senior management as necessary to solve those issues.
The first line management face of Symantec, and should represent themselves to channel partners with professionalism, integrity, and maturity.
Expected to lead, motivate, and develop their individual contributors, and demonstrate the strength to provide correction where appropriate.
Directly manages individual contributor sales staff for a limited geographic region or a limited industry or product segment.
Manages the organization's relationship with clients / customers, independent representatives, resellers, or distributors.
Directs the activities of professional employees with similar technical or functional responsibilities.
Participates in setting operational and strategic policies and directives for business unit managed.
Interfaces with management to report on needs, trends, results, & project / program milestones.
Has full budgetary responsibilities.
Establishes and recommends changes to policies which effect subordinate organization.
Works on problems of diverse scope where analysis of situation or data requires evaluation of identifiable factors.
Exercises judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions.
Acts as advisor to subordinate's) to meet schedules and / or resolve technical problems.
Develops and administers budgets, schedules, and performance requirements.
Erroneous decisions or failure to achieve goals results in additional costs and personnel, and serious delays in overall schedules.
PREFERRED EDUCATION BS / BA degree or equivalent related experience
RELATED EXPERIENCE DESIRED 8+ years experience in channel sales environment; experience in information technology industry a plus;
strong analytic skills required; strong verbal and written communication skills.
Develops and presents many varied and unique ideas
Develops and provides challenging yet appropriate assignments and communicates progress toward development goals
Able to comfortably manage and coordinate multiple remote salespeople
Able to make decisions quickly and follow them through to their logical conclusion
Understands the mechanics of the business, capable of analyzing trends and drawing actionable conclusions
Focuses on the needs of the customer and balances those against the needs of Symantec
Gives clear, decisive instructions and guidance to team members
Adheres to an appropriate set of ethical values in accomplishing the job
Provides guidance to subordinates to achieve clearly defined and specific goals in accordance with established policies and direction.
Responsible for assessing and reviewing employee performance and providing a framework for training, development, and career growth.