Federal Channel Sales Manager

Position Summary

Headquartered in Ridgefield Park, N.J., Samsung Electronics America, Inc. (SEA) is a leader in mobile technologies, consumer electronics, home appliances and enterprise solutions. The company pushes beyond the limits of today’s technology to provide groundbreaking connected experiences across its large portfolio of products and services, including mobile devices, home appliances, home entertainment, 5G networks and digital displays. As an eleven-time winner of EPA’s ENERGY STAR® Partner of the Year Award for Sustained Excellence, SEA is dedicated to making a positive impact on the environment through its eco-conscious products, practices and operations.

People | Excellence | Change | Integrity | Co-prosperity

Role and Responsibilities

The Tier 2 Channel Sales Manager is responsible for federal government-focused channel partners supporting B2B product portfolio and reseller partner development projects. Manage cross-functional Samsung Product Portfolio to ensure successful Reseller engagement and achievement of category revenue and growth objectives. Responsibilities include development and execution of category and channel revenue growth strategies, cross channel product planning, forecasting and promotional planning, partner relationship management, and marketing plans.  This individual will be a product expert and understand all the key features, differentiators and attributes that will position Samsung B2B display solutions in the best light in the market.  This role will be responsible for driving and executing revenue targets, market share targets and sales of strategic products (Hardware including LED, LCD Monitor, LFD and Software including Display Content Management and Remote Management Solutions) for the B2B display portfolio.

Role & Responsibilities

• Manage top Federal Channel Partners to drive revenue growth in B2B Display Product Portfolio.
• Development of category and channel growth strategies, cross channel product planning, forecasting and promotional planning, partner relationship management, and marketing plans. 
• Drive and execute revenue targets, market share targets and sales of strategic products for the B2B display portfolio.
• Build and maintain strong relationships with key partner stakeholders; including executives, sales teams, and account managers.
• Drive revenue growth through the channel by identifying new business opportunities, promoting products and services, and supporting sales efforts.
• Collaborate with internal teams, including sales, marketing, and product development, to ensure alignment and support for channel initiatives.
• Monitor market trends, competitor activities, and industry developments to identify opportunities and risks within the channel.
• Provide regular performance updates, forecasts, and insights to internal and external stakeholders to drive strategic decision-making.
• Negotiate and manage partner agreements, pricing, and incentives to maximize mutual profitability and success.
• Lead joint business planning sessions, QBRs, and other strategic meetings to drive mutual growth and success.
• Involved with MDF management, ROI, forecasting, Reseller strategies and initiatives.
• Represent the company at industry events, trade shows, and partner forums to promote the brand and build relationships within the channel ecosystem.
• Provides direction, Voice of Customer, and partner route to market needs to Product Management.

Knowledge, Skills, and Abilities

• Channel Experience with a focus on Display Products (Professional, Hospitality, Desktop, LED) and Display Software Solutions (Display Content Management, Remote Management Solutions).
• Knowledge and experience in the federal marketplace specifically in a sales or marketing capacity.  
• Experienced in sales operations, sell-through analytics, and executive level partner engagement. Experience in CRM, such as Salesforce.com.
• Coordinates the involvement of company personnel, including support, marketing, service, and management resources, in order to meet partner performance objectives and partners’ expectations
• Experience in Microsoft Office Suite, and extensive experience in development and delivery of presentation materials.
• Ability to interact at all levels within Samsung and the partner's organization.
• The ability to negotiate in a potentially adversarial environment, including customer leadership and vendors with opposing views to accept/approve programs and proposals.
• The ability to independently plan, organize and prioritize multiple sales, project and performance objectives.
• Ability to make professional sales and business presentations in writing.
• The ability to develop sales and business plans with clearly define metrics to be achieved.
• Ability to work in a team environment, working against individual and shared objectives.
• The ability to accept tasks and work to resolve problems, when only broad and general guidelines exist.
• Measure and report on the effectiveness of sales enablement investments.
• Pipeline Management and project management working jointly with Tier 3 (End-user sales team), PM team as well as Service.

Minimum Qualifications

• Bachelor’s Degree.
• 6+ years of B2B sales experience preferably channel sales.
• Must possess a strong knowledge of industry products and market intelligence.
• Excellent organizational and planning skills.
• Strong verbal and written communication skills.
• Strong analytical skills.
• Ability to work independently and travel within assigned geographic territory (up to 60% of the time).
• Operational knowledge working on a CRM platform.
• Microsoft Office skills – PowerPoint, Word and Excel skills are a must. Must be able to develop detailed

Skills and Qualifications

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