Vendor Manager - OpenText

Vendor Manager ("VM") is a key member of the Climb Channel Solutions sales team who serves as an extension of our vendor at the distribution level. This VM is accountable for the overall vendor sales growth, the development of strategies & tactics to drive net new sales within the DMR (Direct Market Reseller) accounts, implementing reseller enablement programs, and ensuring exceptional reseller experiences. They are a trusted advisor to Climb's DMRs across North America and play a vital role in amplifying key vendor messaging in the channel.

Duties & Responsibilities

Outlined below are the responsibilities of the Vendor Manager, including but not limited to:

Building, maintaining, and owning the strategic relationships with the vendor

Serve as subject matter expert on all vendor products, services, and processes through training/certifications

Achieve key performance indicators that support vendor objectives for sales growth and reseller recruitment

Focus on existing reseller enablement through training programs to increase product knowledge and expand the solution mix

Develop & maintain an excellent working knowledge of vendor processes, including partner price methods, deal registrations, up-sell/cross-sell positioning, and best practices around all quote-to-order functions

Engage with the Vendor field sales teams to align business development activities, understand their needs from a distributor, and ensure collaboration with Climb's field sales team

Continuously engage with Climb's top Reseller's sales divisions to educate and promote vendor programs, provide sales support, and assist in closing opportunities, as well as liaise with other vendor departments on behalf of our resellers

Ensuring that vendor renewal opportunities are quoted 90 days in advance and that a high renewal rate/reseller retention is maintained

Complete pipeline reports, prepare management forecasts, and manage the end-of-month opportunity watchlist

Work closely with Climb's Vendor Partner Managers & Marketing team to develop and execute marketing campaigns, taking point on all lead follow-ups

Identify and drive the execution of ease-of-doing business initiatives that support reseller satisfaction and business process improvement

Participate and/or present at key Vendor, Reseller, and industry events, seminars, & workshops.

Act as the central point of contact for all escalations and implement any required corrective measures

Monitor market trends and changes in the technology industry, specifically around the vendor's area of expertise; investigate opportunities to capitalize on emerging trends and high-growth segments

Knowledge, Skills, and Experience

A proven record of new business growth and VAR recruitment

A "Need to Win" attitude and the ability to persevere to see sales initiatives through to completion

A relationship-oriented team player who is comfortable with and gaining commitment across different functional areas at various management levels, both within and outside the organization

Relevant marketing, selling, and/or technical qualifications, including experience with the technology distribution channel

Knowledge of and demonstrated ability in core and job-related competencies, including strategic planning/execution, leadership, relationship management, impact and influence, presentation, negotiation, problem-solving, judgment and decision-making

Exceptional organization, time management, prioritization, and execution skills

Strong and effective communicator, including verbal and writing skills, as well as good presentation skills

Experience working with technology distribution channels is an asset

Location: Eatontown, NJ (Hybrid)

Salary Range: $80,000 - $120,000