Channel Manager (Remote, USA)

T2 Systems is the largest parking, mobility, and transportation provider in North America, with more than 25 years in the parking management industry and currently serving thousands of parking professionals. We integrate the best people, processes, and technology to provide powerful, high performance, and secure parking solutions. T2 Systems is headquartered in Indianapolis, Indiana with its Canadian office located in Burnaby, BC.

We didn’t become an industry leader by chance – we push the envelope to provide more innovative and advanced solutions for our customers. Which wouldn’t be possible without employees who strive for success, work together, and are hungry to learn, grow, and lead.

If you are looking for a new opportunity, we invite you to apply and talk about the possibilities of starting a rewarding new chapter of your career!

The Channel Manager is a key member of the T2 Systems’ sales organization with a focus on growing the business through reseller and technology implementation partners and through parking operators. The Channel Manager is responsible for the recruiting, evaluation, training, on-going support and goal attainment of the T2 channel partners and operators. The Channel Manager will act as the liaison between operators and partners and the direct sales teams developing joint strategies for growth within their assigned territories. Additionally, the Channel Manager will work with T2 Product Management and other internal teams to ensure that the partners and operators are trained in the selling and support of their assigned T2 Solutions.

The Channel Manager will target new resellers and operators to join the T2 Channel Program, and will be responsible for onboarding, contracting and training for new partners. They will establish annual targets and business plans with each existing partner, measure progress, and jointly identify action plans to drive growth. The Channel Manager will be the liaison between the partners and operators and the T2 Sales team, establishing rules of engagement and developing joint strategies for growth. The Channel Manager will assign leads to channel partners and operators and will establish performance metrics to ensure success.

This individual will work with product management, marketing and other T2 groups to develop and adapt training and marketing materials for channel partners and operators and will establish criteria for certifying partners and operators to be able to sell and support specific T2 solutions.

Essential Responsibilities

• Program Management – developing program and individual partner goals, tracking results, and engaging various T2 departments to support the channel program.
• Execute a business development strategy to identify new partnering verticals with organizations that augment T2’s go-to-market strategies.
• Working with individual partners and operators to establish annual goals and business plans to support those goals.
• Creating onboarding and ongoing training programs for partners and operators to keep current on T2 solutions.
• Work with T2 Product management and marketing to adapt documentation and presentations for channel partners and operators.
• Act as liaison between channel partners and operators and T2 Regional Sales Managers and Inside sales to maximize coverage and solution growth within each territory.
• Work with channel partners and operators to define programs, gaps and implementation ideas to support channel growth; work with T2 internal departments to execute strategies.
• Work with channel partners to represent T2 in prospect/customer presentations and demos as appropriate.
• Establish & maintain industry contacts that lead to increased channel sales.
• Provide input to internal marketing and product development teams and participate in the marketing, market planning, and technical development of products and services.
• Maintain an up-to-date understanding of industry trends and technical developments that effect target markets.
• Participate in sales forecasting and planning, including obtaining forecast information from partners and operators.
• Proactively obtain training on products, services, pricing models, and contracts and work to adapt those go-to-market elements for channel partners.
• Maintain knowledge of and adhere to company organizational procedures and policies regarding pricing, deliveries, warranty service, sales terms, forecasts, records, reports, vacation scheduling, etc.
• Utilize Salesforce.com and maintains highest levels of data integrity.
• Attend trade shows on behalf of T2 and our channel partners.
  
  

Education And Qualifications

• Bachelor's degree; and five (5) years of sales experience; or an equivalent combination of education and experience.
• Channel Management experience with a track record of growing channel business.
• Experience with software sales preferred.
• Experience working with the public sector (e.g. municipalities, universities) preferred.
  
  

Knowledge, Skills And Abilities

• Knowledge of the parking industry is preferred.
• Experience in managing channel partner programs and driving growth through partners.
• Ability to write presentations, articles, routine reports, proposals, and correspondence.
• Ability to effectively present information and respond to questions from partners, prospects, customers, management, and staff.
• Business plan development.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to prioritize tasks and tactfully negotiate priority with end users.
• Ability to work under deadline pressure and extra hours if needed
  
  

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