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Inside Channel Account Manager II


Phoenix, AZ, US

About Avaya

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com.

Job Duties and Responsibilities

Primary responsibility is consistent achievement of monthly/quarterly/annual revenue through development and management of assigned partners while additionally adding new partners to reach revenue goals.

This translates to the following specific responsibilities: 
-Consistently achieve or exceed assigned quota
-Lead/Participate/Create training of partners to educate them on Avaya solutions
-Develop strong relationships with key partner executive contacts to assure commitment and mind share for Avaya. Provide  high touch support to partners.
-Develop strong relationships with partner sales teams to establish Avaya as the preferred vendor for UCaaS solutions.  -Goal is to convince partner to lead with Avaya through constant contact and increase proposal activity/pipeline build.
-Develop expert ability to demonstrate the Avaya solutions and value proposition to executives and decision influencers
-Deliver Web based presentations to partners and end users
-Timely opportunity and pipeline management using SFDC that accurately represents sales stage and close date
-Preparations of monthly/quarterly forecast for channel partners, including weekly updates. Maintain consistent track  record forecast accuracy of +/- 10%
-Must be able to work as a team with other Avaya associates
-Exercise good judgement and discretionary decision authority to take advantage of opportunities to drive overachievement  of business goals and objectives
-Develop and improve partners knowledge of Avaya solutions and working with Avaya
-Manage partners to align with the Avaya Edge partner program
-Minimum 20 hours talk time per week
-Some travel required.  Typically 2 weeks/quarter

Experience and Qualifications

-5-8 years of demonstrated success achieving/exceeding sales objectives
-3+ years channel sales experience
-Direct Sales experience desirable
-Successful track record selling UCaaS and UC
-Proven track record of success exceeding sales quotas over multiple years
-Outstanding presentation, discovery and opportunity management skills
-Excellent written and oral communications skills
-Demonstrated ability to build credibility and clearly articulate a value proposition
-Strong relationship building skills and networking experience
-Able to multi-task activities with shifting priorities
-Highly proficient computer skills including Office 365, MS Office tools and SFDC
-Self-Motivated, Goal oriented and strong time management skills

Bachelor degree or equivalent experience

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf

Nearest Major Market: Phoenix