Channel Sales Manager II

Lantronix Inc. is a global provider of secure turnkey solutions for the Internet of Things (IoT) and Remote Environment Management (REM), offering Software as a Service (SaaS), connectivity services, engineering services and intelligent hardware. Lantronix enables its customers to accelerate time to market and increase operational up-time and efficiency by providing reliable, secure and connected Intelligent Edge IoT and Remote Management Gateway solutions. For more information, please visit our website: https://www.lantronix.com. 

Lantronix is seeking a Channel Sales Manager II to manage channel business to grow revenue (POS).

RESPONSIBILITIES:

• Manage channel business in the given region with the overall objective of growing revenue (POS), including: 
  • Distribution partners (local distributors and local offices of global distributors) o Yearly business plans (revenue targets, focus product lines, marketing programs, VAR/SI development plan) 
  • Quarterly business reviews (measure against yearly plan and adjust to achieve targets) 
• VAR/SI partners (Value-Added-Resellers and Systems Integrators) o Support and develop existing partners (grow opportunity funnel and revenue) 
• Identify, recruit and develop new VAR/SI. Ensure partners fit focus vertical markets in line with Lantronix strategic plan 
• Coordinate new partners on-board including set-up and enablement 
• Focus on strategic partners (StrategicEDGE) and other key-partners to grow and advance in the partner program through opportunity funnel and revenue (POS) growth 
• Engage with and establish detailed knowledge of the partners business, decision makers, geographical presence, sales and channel marketing teams 
• Organize regular sales and technical updates (with PLM and FAE team support). Keep partners informed, enabled and engaged with current and new products/solutions 
• Engage with marcom to develop and establish channel marketing programs to enable region growth 
• Participate in channel marketing events, partner events, tradeshows and other sales and marketing activities to develop new opportunities and new partnerships 
• Identify key geographic areas of growth within region and define business development plan with clear actions and revenue targets 
  • Deliverables
    • Meet or exceed region FY agreed growth (in USD terms) for opportunity funnel and revenue (POS) 
    • Present Distributor and VAR/SI quarterly performance reviews analyzing opportunity funnel and revenue (POS). Review yearly plan and review as needed to achieve targets 
    • Communicate and coordinate region channel plan and strategy with ISR and FAE. Actively involve team members in the region success and needs 
    • Meet or exceed all quarterly agreed KSOs 
    • Develop detailed knowledge of key-partners within the region. Go-To-Market strategy, solutions, verticals and key-stakeholders to drive business engagement and targets 
    • Assure the highest level of partner engagement and coordinate cross-functional support to deliver best partner and customer experience and engage in long-term partnerships 

QUALIFICATIONS:

• Degree in Business Administration, Marketing, Engineering, or related field. 
• Proven track record of at least 5 years in B2B sales, direct /channel sales experience, preferably within the electronic industry or related technology sector. 
• Demonstrated ability to meet and exceed sales targets and quotas consistently. Ability to thrive in a dynamic and fast-paced industry. 
• Strategic thinking, problem-solving abilities, and a results-driven mindset. 
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft Office365 and Salesforce.com 
• Excellent verbal and written communication skills in English, additional languages, German, French, Italian or Spanish are advantageous. 
• Excellent communication, negotiation & presentation skills. 
• A willingness to accommodate frequent travel for business purposes 
• Valid driver’s license and ability to travel frequently to visit prospects and customers or to attend professional trade shows.

Lantronix is an Equal Opportunity Employer. Employment and hiring decisions are made without regard to race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.