Purpose of the job
Define and execute the ADV go-to-market strategy by managing a high-performing global channel partner network to drive growth, increase market share, enhance sales efficiency, and expand market coverage.
Key Objectives / KPIs:
Channel partner Sales growth and Contribution Margin
New generated opportunities and face-2-face customer visits by ADV Account Managers
Revenue by Field Sales headcount
Growth rate by customer classification
Reduction of transactional tasks
Responsabilités
Leads the negotiation, review, and amendment of distribution agreements, ensuring ongoing compliance with applicable laws, regulations, and internal legal policies.
Defines the framework for negotiating trade agreements and discount rates led by the regional Sales Channel Manager.
Monitors regular business reviews and opportunity meetings led by the Regional Sales Channel Manager.
Build and maintain strategic relationships with global channel partners at the senior executive level and organize regular face-to-face strategic meetings and workshops.
Define and drive the strategic partnership roadmap.
Shape and optimize the product portfolio and product branding.
Establish and maintain management-level relationships with local channel partners and representatives.
Define and optimize the product portfolio.
Develops and continuously optimizes performance-based rating systems as the foundation for sales conditions and services provided by VAT.
Monitor channel partner performance and, together with local Channel Partner and ADV Sales Leaders, decide on onboarding new channel partner or phasing out underperforming channel partner.
Supports Regional Sales Channel Managers with standardized analysis tools and templates to monitor channel partner performance and conduct business reviews efficiently.
Support the regional Sales Channel Manager in organizing channel partner meetings.
Develop the ADV digital customer journey in close collaboration with the data architects to automatize transactional tasks and enhance productivity.
Support channel partners with digital tools and services.
Establish digital customer services in collaboration with other Business Units.
Develop and execute the annual update of the Go-to-Market Strategy.
Align and reinforce market reach strategy with ADV Sales Leaders and BU Management Team.
Conduct regular reviews with ADV Sales Leaders to monitor progress and implement corrective actions where necessary.
Support the ADV PM Pricing Team in pricing initiatives and implementation.
Lead sales communication for the annual price adjustment.
Exigences
Bachelor's degree in sciences, engineering or economy.
Master in Business Administration.
Fluent business English skills written and spoken.
4+ years working experience in B2B Sales, Account Management or Channel Management.
Vacuum market experience preferred.
Solid experience in managing international projects.
Strong entrepreneurial mindset combined with strategic clarity to identify and capture growth opportunities.
Proven ability to lead complex, cross-functional initiatives at global scale, spanning processes and systems.
Executive-level communication skills, with the ability to influence customers, partners, and senior stakeholders.
High level of ownership: self-driven, decisive, and accountable for outcomes.
International mindset with strong cultural agility and a track record of building trust across regions.
