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Title Channel Executive
Position Overview Intacct makes small and midsized businesses (SMBs) and CPA firms more productive and improves company performance by providing award winning cloud computing financial management and accounting applications. We are the preferred provider of financial applications for AICPA (the trade association of the accounting profession) and focus only on one thing – delivering the most comprehensive cloud financial management system to over 6,000 organizations from startups to public companies. Hundreds of leading CPA firms and Value Added Resellers offer Intacct to their clients. As the fastest growing leader in this space with a strong focus on customer satisfaction, we value the individuality, ingenuity and originality each employee contributes. The talent and drive of our employees is a key to our continued success.

Recognized for the third consecutive year in 2013 as a "Bay Area Top Workplace," Intacct is seeking top talent, motivated to help businesses and CPA firms achieve their business goals. Intacct’s growth provides increasing opportunity for our employees in a collaborative environment. Intacct looks forward to talking with you about being a part of our success.

"It is truly a pleasure to be a part of such an amazing company where everyone is committed and dedicated to building a company of distinction. We are honored to be recognized for a third straight year as one of the Top Workplaces in the Bay Area. We have worked really hard to foster a company culture where employees can grow in their career and play an important role in the success of the business. Our consistent and accelerating growth is a direct reflection of the hard work put in by the entire Intacct team.”
- Robert Reid, President & CEO


Job Description:
The Channel Executive will report to the VP Channel Sales and will have primary responsibility for building and maintaining a territory that meets or exceeds the territory quota across a group of partners assigned within the territory.
Responsibilities Account Management
• Business planning and enabling a set of partners who are Intacct's key small and mid-market solutions and services partners, such as resellers, consultants and system integrators.
• Work with other members of the channel team to identify ways to grow a partner’s Intacct practice
• Learn and maintain in-depth knowledge of Intacct products and technologies, MarketPlace partners, competitors, industry trends
• Work with other departments across Intacct to resolve issues and advocate for the channel team
Enablement
• Effect skills transfer for key technical, consulting, sales and marketing personnel within each partner organization
• Develop and maintain channel enablement tools to facilitate partner assimilation and ensure partner success
• Organize channel training to educate, motivate, and activate sales and marketing people through the use of our channel tools.
• Identify issues, build and execute plans to improve a partner’s performance
• Learn and maintain competitive knowledge on industries and products to leverage in sales cycle
• Work with additional channel enablement personnel and channel marketing personnel to help develop and execute on effective programs and enablement strategies
Pipeline Management
• Achieve mutually agreed upon sales quota for assigned partners
• Manage and close Intacct partner sales opportunities through partner account strategy, forecasting, account resource allocation, and planning
• Initiate joint business planning and marketing plans with partners including individual responsibility for a sales objective.
• Increase pipeline through forecasting, demand generation and targeted campaigns through Intacct partners
• Identify major opportunities within channel partners and co-ordinate Intacct activities through pre-sales, professional services, etc to maximize our product and services sales
• Engage in partner opportunities resulting in forecasting accuracy and pipeline management
• Work in conjunction with Corporate Sales Reps to drive and direct business and services through partners, including web-based presentations to manage product positioning and strategies
Requirements • BS/BA in Business, Marketing or a computer-related field is required
• 3+ years sales experience with in-depth knowledge of channel and end user sales of similar accounting solutions such as Microsoft, Intuit, and Sage
• High business acumen is a must as is successful and proven track record in performance in leveraged sales
• Proven ability to manage complex sales cycle, with a track record of successful revenue attainment
• Excellent communication and conflict resolution
• Ability to manage and articulate complex processes
• Strong relationship building skills and overall comprehension of sales cycle
• Excellent interpersonal, communication & presentation skills
• Knowledge of Financial Applications and complimentary solutions
• Keen understanding of consultative solution selling skills and knowledge of the service industry.
• Business development, account management and business planning skills
Job Type Full-Time, Regular