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Channel Territory Account Manager

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Date: Apr 9, 2019

Location: Stockholm, AB, SE

Company: Avaya Corporation

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 provides the most 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

About the Opportunity

The primary function of this role is to sell products and/or services to MM and Commercial customers through assigned System Integrators, Services Providers and strategic Partners (herein called “Channel Partners”). Support Avaya to increase the corporate profile, generate demand and expanding the addressable market – particular focus will be on identifying new marketplace (including key verticals, top regional accounts, existing and net new targets), conducting discovery, and driving demand generation campaigns with key Partners.


You will maximise sales activities and achieves quotas by also prospecting for new Networking partners and accounts, building strong partner relationships and leveraging the sales network.  Collaborating with multiple organizations in the sales network to drive field-based activities, you will be responsible for driving activities to ensure customer and partner satisfaction.


Activities & Accountabilities:


  • Maintain full accountability and ownership of assigned Channel Partners.
  • Drive Executive engagement with Channel Partners to ensure Avaya is relevant to their Organisations. Facilitate Annual Planning, growth plans and QBR’s as appropriate.
  • Coordinate activities between marketing, inside sales and the channel to achieve exceptional strategic execution.
  • Leverage key internal specialists, channel and partner organizations within the sales network to drive demand in assigned account(s). Coordinate and drive demand generation campaigns.
  • Serve as the customer’s advocate and maintain a high level of Partner satisfaction.
  • Drive customer and partner satisfaction by responding to issues and escalations in a timely manner.
  • Articulate Avaya's entire portfolio of solution offerings and how they meet the needs of the customer. Quantify the value of Avaya solutions, in hard and soft returns, in the context of the customer's financial and strategic objectives.
  • Actively participate on the virtual team to create a territory strategy, identifying new opportunities and applications, and bringing Avaya’s resources to bear in opportunity pursuit and close.
  • Conduct territory planning to enhance the quality of the sales pipeline, accelerate revenue generation and improve the customer buying experience.
  • Conduct market discovery, including key verticals, top accounts in the region, existing targets and net new targets, to grow addressable market. Support strategy to segment the addressable market and leverage partners in key target areas.
  • Utilize sales methodology, process, and tools to drive the end-to-end sales process and grow sales motions.
  • Execute within a value-based selling approach, focusing on understanding the customer's business issues.
  • Provide professional leadership and coordination of support teams, including business partners who support the daily transactional activities of assigned territory.
  • Deliver customer roadmap presentations and discussions linked to specific customer needs.
  • Serve as Account Relationship Manager, fairly representing Avaya, the channel, and the customer in all accounts and sales-related activities.


5 - 8 Years of Experience


Bachelor degree or equivalent experience

Master Degree is preferred


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.


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