Channel Account Manager
NCR Edinburgh
hace 4 días

About NCR

NCR Corporation (NYSE : NCR) is a leading software- and services-led enterprise provider in the financial, retail and hospitality industries.

NCR is headquartered in Atlanta, Georgia, with 36,000 employees globally. NCR is a trademark of NCR Corporation in the United States and other countries.

TITLE : Channel Account Manager, Retail

Think you know NCR? Think again!

We are NCR, a global tech company and we run the everyday transactions that make your life easier . We’re the world leader in consumer transaction technologies, turning everyday interactions with businesses into exceptional experiences.

With our software, hardware and portfolio of services, we make more than 300 million transactions possible every day.

Not only are we the leader in the markets and technology segments we serve .

We serve the most exciting and dynamic customers in the world the North American retail market. And we put them at the center of everything we do.

Our mission in life is to enable our customers to exceed their goals from customer satisfaction, to revenue growth, to operational excellence, to profit growth our solutions cover all of these.

By continually learning about and pioneering how the world interacts and transacts, we’re helping companies not only reach their goals, but also change the way all of us shop, eat, travel, bank and connect.

Together, we are shaping the future.


Are you a sales professional with the agility to thrive in a fast changing environment and the creativity to enable a sales team to reach and surpass tough stretch goals?

We are seeking a sales professional to sell our Retail solution portfolio with and through NCR Channel Partners.

A qualified candidate is expected to be an entrepreneur that develops a plan to drive to a sales goal. This includes acting as a sales person to win competitive deals as well as acting like a channel development person to ensure resellers grow to cover your market.

You will enable that by building relationships with partners, communicating strategy to senior leadership, selling to customers, and maintaining deal cadence and P&Ls.

Further detail below :

Build & synthesize the strategy

  • Interview partners, customers and senior stakeholders in sales & product management to determine market gaps
  • Communicate via oral & written methods with partner and NCR leadership to receive feedback & confirmation
  • Develop partner relationships

  • Build a funnel of partner relationships according to agreed-upon strategy
  • Cultivate existing relationships to grow the business and provide new sales options
  • Support deal progress

  • Coordinate a broad team to pursue deals
  • Support development of a solution to fit the customer needs, in conjunction with partner expertise
  • Pitch to customers when needed with the partners
  • Advise account executives through deal closure & fulfillment
  • Develop processes & procedures to fulfill our commitments

  • Continue to develop tools & processes to smoothly sell and deliver NCR hardware, software and services
  • Create quotes and P&Ls for deals; validate with deals desk team
  • Ensure correct product ID’s are created and utilized
  • Oversee and audit the project management team in delivering goods and services to our partners and customers

    Key Areas of Responsibility include :

  • Support current partners to ensure full market coverage
  • Maintain revenue forecast and be accountable for funnel development
  • Present to end users and navigate sales process alongside partners
  • Develop and maintain partner business plans and executive relationships
  • Navigate NCR's corporate structure to solve problems for partners and end users
  • Demonstrate ability to sell software and complex solutions. Position to executes the sales process by moving new opportunities successfully through the funnel
  • Position accountable for building relationships with prospective and competitive customers
  • Articulates solutions in terms of ROI to the client Position requires strong prospecting skills, ability to build customer relationships through consultative selling and promoting customer confidence in NCR with and through the partner
  • Driving resources to provide enablement activities at both the Sales and SE level
  • Providing executive alignment with partner stakeholders
  • Must maintain focus on the development of new business opportunities and closing new accounts allowing us to aggressively penetrate competitive accounts leading to long term business relationships
  • Coordinate and collaborate with cross-functional teams (including SE organization, product marketing, sales, marketing, operations and legal) to deliver a world class experience for the partner
  • Holding the partners and the stakeholders accountable to agreed upon goals

  • Requires BS / BA in related discipline and 5+ years of sales and / or channel sales experience in retail solutions or related field OR MS / MA and 3+ years of experience in related field.
  • Will consider additional industry experience in lieu of degree

  • Experience and understanding of the retail market and related competition
  • Manage the sales process and develop a strategic roadmap which aligns customer needs, issues, opportunities with industry best practices and our company’s offerings.
  • Strong communication and interpersonal skills, including establishing credibility and trust with partners and building influential relationships with the stakeholders, including Finance, Legal, Sales Ops, HR, Support Services, Marketing and Professional Services
  • Ability to work in a matrix management environment
  • Proven ability to analyze and take action on marketing programs, joint value propositions and business plans for a set of partners
  • Strong business acumen, negotiation abilities and experience in building a partner-based business
  • Strong business planning, account management and consultation skills
  • Excellent team player. Willing to take leadership role in driving initiatives, working across organizations and structuring new approaches to new opportunities.
  • Cross-functional influence, relationship building, and project management skills for a broad range of constituencies, including partners, national accounts team, marketing and technical management
  • The candidate must be fluent in Business-English Language as well as local language (if applicable)

  • Retail Channel Sales experience is a plus
  • LATAM coverage is a plus
  • Project management skills; Client and Business plan management proficiency
  • Offers of employment are conditional upon passage of screening criteria applicable to the job.

    EEO Statement

    Integrated into our shared values is NCR's commitment to diversity and equal employment opportunity. All qualified applicants will receive consideration for employment without regard to sex, age, race, color, creed, religion, national origin, disability, sexual orientation, gender identity, veteran status, military service, genetic information, or any other characteristic or conduct protected by law.

    NCR is committed to being a globally inclusive company where all people are treated fairly, recognized for their individuality, promoted based on performance and encouraged to strive to reach their full potential.

    We believe in understanding and respecting differences among all people. Every individual at NCR has an ongoing responsibility to respect and support a globally diverse environment.

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