Act as a liaison between Distributor, the vendors and VAR partners and responsible for build, maintain and manage long-term relationships with current and prospective VAR partners.

Serve as the single point of contact for VAR partners, marshal vendors’ sales and technical resources to help VAR partners grow revenue.

Work with VAR partners to establish and track business goals and performance metrics, such as depth of sales pipeline and revenue generation.

Jointly develop sales strategies with VAR partners.

Collaborate as a team player with the sales, marketing, commercial, presales and technology resources within Distributor and the given VAR partner.

Enable VAR partners to sell vendors’ licenses and services.

Develop and build sales campaigns across all solutions with assigned VAR partners in the designated region.

Provide VAR partners with commercial and technical information on vendors’ products.

Jointly prepare or assures the quality of quotations, contracts (budget estimation, Sales Order, Order Form, etc.) with VAR partners on vendors’ licenses and services.

Convey and negotiate price and volume discounts within vendors’ guidelines.

Negotiate with vendors’ sales resources on quotations for VAR partners.

Administer VAR partners’ opportunities, deals in Distributor’s CRM.

Circumvent potential channel conflict.

Provide territory management activities such as sales call reports, territory analysis, updating the sales and marketing database, timely sales forecast with territory insight.

Report highest priority action items, results, business plan development, marketing-related successes and accurate partner forecasts to Distributor’s CEO, vendors’ regional sales manager.

Develop actionable regional sales dashboards and reports in the required form or channel (Salesforce, CRM, Excel, and PowerPoint).

Manage time and travel expenses in accordance of the requirements of Distributor.