Channel Partner Development Manager

Job Responsibilities:
APC-MGE is seeking a Channel Partner Development Manager for the St Louis, MO area. American Power Conversion (APC) is searching for a dynamic, energetic and driven Channel Partner Development Manager to create and execute a territory and/or account business plan focused on partner development. The candidate will propose tactics to increase Network-critical Physical Infrastructure sales and awareness within the channel community, support and leverage other channel efforts, field marketing, product launches, product promotions, tele-business, and other lead or sales generating programs. This position is responsible for the achievement of associated account and/or territory channels sales quotas: hardware, software and services.

The ideal candidate will possess a bachelor's degree with at least two years of sales experience in a multiple distribution channel environment. The candidate must demonstrate the ability to excel within a cross-functional team environment to accurately manage and forecast channels sales activity. The candidate should exhibit strong strategic thinking, initiative and leadership skills. Must have strong relationship selling skills within the channels community and be able to lead sales calls at every level of channel and customer accounts, executive level or otherwise. Must be a self-starter and strong closer with multitasking ability. Understanding of business organizations and their buying cycles is required. Technical selling and product training in a high technology, preferably NCPI, is essential. Excellent negotiation and closing skills are a must. Requires practical experience using influence management to achieve goals. Should possess a general understanding of legal contracts. Requires excellent written and verbal communication skills.

Main Job Functions are as follows: Drive Territory sales through partners. Develops partners to maximize territory revenue. Collaborates with the territory team to increase business identified, fulfilled, and especially owned by partners. Leverages a portfolio of partners and key market influencers to support territory sales coverage requirements. Creates Territory Partner Maps in the Business Plan that include APC & APC-bundled solution offerings. Communicates partner capabilities to extended team. Identifies partners for the territory maps, develops relationships with them, and creates value statements. Manages territory business partner performance issues. Evaluates business partner win rates and closing rates. Appraises APC organizations (eg, MM and OEM) of partner performance or resource requirements. Acts as a point of escalation for with regards to partners (for partners and for APC) Incorporates partners in territory marketing plans. Ensures partner satisfaction. Assists in selection of appropriate Business Partners.

APC and MGE UPS Systems recently combined to form a $3 billion (2.4€ billion) Critical Power & Cooling Services business unit of Schneider Electric. Together, APC and MGE offer the industry’s most comprehensive product and solution range for critical IT and process applications in industrial, enterprise, small and medium business and home environments. APC and MGE solutions include uninterruptible power supplies (UPS), precision cooling units, racks, and design and management software, including APC's InfraStruXure® architecture the industry’s only integrated power, cooling, and management solution. Backed by the industry’s broadest service organization and an industry leading R&D investment, the combined company’s 12,000 employees help customers confront today’s unprecedented power, cooling and management challenges. Schneider Electric, with 112,000 employees and operations in 190 countries, had 2006 annual sales of $18 billion (€13.7 billion). Our business unit is pursuing a strategy to develop scalable enterprise platforms for the data center, including power protection, air conditioning, racks, and systems management. Revolutionary products, monitoring applications, and global services are now deployed in support of the most complex data centers and computing environments. Combined with MGE’s line of high end power systems and services, APC greatly enhanced this enterprise offering and the opportunity to sell across data center applications and customers with confidence. With the merger complete, our employees are tasked with the challenge of aggressively expanding its business, growing top line revenue profitably, and solving real customer problems. As such, we are focused on hiring successful and proven candidates who will be an integral part of the North American team and lead the way forward for growth initiatives for this $3 billion business. Background Founded in 1981 by three MIT engineers, APC rose to prominence with a product called the uninterruptible power supply (UPS). APC leveraged the explosion of desktop computing and created an entirely new market. From those early roots to their current offering of desktop and enterprise systems for power management, cooling, and threat management, APC grew to a global $2.4 billion public company, and now boasts over $3 billion in worldwide revenue after the merger of MGE UPS Systems, and acquisition by Schneider Electric, an $18 Billion leader in power and controls. APC Strengths Spending on network and physical infrastructure is currently increasing at double the rate of total IT spending. As such, the market potential for our business is outstanding. The company has clear strengths in the following areas: - Products –Recognized as having the most innovative and advanced products in the market, and continues to win awards for product excellence. - Financials –Financially strong and has the resources to invest in core operations and fund continued R & D. - Brand – The APC brand has been developed over 20 years and is recognized and respected as the leader in both retail and commercial channels.



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