Channel Sales Manager - Navigation Systems
Advanced Navigation
Sales & Business Development
London, UK
Posted on Dec 20, 2024
Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.
Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk
Overview of the Role
The primary focus of this role is to develop and implement a successful channel strategy. You will grow our global presence, focused on Global Distribution/Channel management, identify new channels/partners, drive sales, develop partnerships/customer relationships, build the company’s brand awareness and land strategic accounts through the channel partners across EMEA. You will be responsible for managing relationships with key channel partners, developing strategies to drive sales through these partners, and ensuring the delivery of top-quality solutions to our customers. This role requires a deep understanding of the APNT Industry, excellent communication skills, and a proven track record of success in channel sales management.
Roles and Responsibilities
- Develop and execute a channel sales strategy that aligns with the company's overall business goals and objectives.
- Identify potential channel partners, including distributors, resellers, and technology partners, within the R&D industry.
- Analyze market trends, customer needs, and competitive landscape to optimize channel strategies.
- Build and maintain strong, long-lasting relationships with key channel partners.
- Manage the onboarding, training, and development of channel partners to ensure they are fully equipped to promote and sell the company’s R&D solutions.
- Act as the primary point of contact for all channel-related matters, providing support and resolving issues promptly.
- Achieve and exceed sales targets by driving revenue growth through channel partners.
- Track, analyze, and report on channel performance metrics to assess effectiveness and identify areas for improvement.
- Develop joint business plans with partners and regularly review performance to ensure alignment with business goals.
- Provide sales training, technical guidance, and product knowledge to channel partners.
- Collaborate with the marketing and product teams to create sales tools, presentations, and promotional materials that support channel sales.
- Ensure partners are up-to-date with the latest product features, benefits, and industry trends.
- Provide accurate sales forecasts and activity reports to senior management.
- Maintain a deep understanding of sales pipeline and partner performance metrics.
- Use CRM tools to track and manage partner accounts, opportunities, and sales processes.
- Work closely with internal teams (R&D, Marketing, Product, Customer Support) to align channel sales efforts with overall company strategy.
- Gather feedback from channel partners to inform product development and improve the value proposition.
- Collaborate with the marketing team to plan and execute channel-focused marketing campaigns and events.
- Play a key role in shaping the GTM strategy alongside your peers in GTM leadership
Channel Strategy Development:
Channel Partner Management:
Sales Growth & Revenue Generation:
Sales Enablement & Training:
Forecasting & Reporting:
Cross-Functional Collaboration:
Qualifications and Experience
- Bachelor's degree in a relevant field, MBA beneficial but not required
- 10+ years experience in channel sales, partner management, or business development within the APNT or technology sector
- Proven track record of meeting & exceeding sales targets in a channel sales role
- Strong understanding of the APNT industry, including market dynamics, key players, and trends
- Excellent interpersonal, communication, and negotiation skills
- Ability to develop and maintain strong professional relationships with channel partners
- Experience with CRM tools (e.g., Salesforce, HubSpot) and sales analytics
- Strategic thinker with the ability to make data-driven decisions
- Self-motivated, with strong organizational and time-management skills
- Ability to travel as needed to meet with partners and attend industry events
- Domain experience in Aerospace, Defence, Surveying, Autonomous vehicles/robotics and Maritime/subsea markets is highly beneficial
What are some of the benefits you will have access to?
You'll have access to industry-leading products with diverse applications within some of the most interesting and exciting projects worldwide. We’re growing a team of inspired, smart, and driven individuals from all sorts of backgrounds. With great opportunities for growth and variety, we strive to help each employee carve out the path that’s right for them.
