Driving the process of establishing and presenting an annual business plan for direct sales and indirect sales together with each of the partners as well as monitoring the execution of the plan throughout the year.
Monitoring and driving each partner’s prospecting and selling activity throughout the entire sales cycle to the extent of being up-to-date on each of the partners’ sales opportunities.
Ensuring optimal engagement for Kornit products by grabbing our partners’ mind share through constant dialogue, supportive collaboration, and proactive guidance.
Providing comprehensive reports about activity and expected results to the Director, Sales EMEA.
Gathering market feedback direct, from partners, end customers, prospects and competition and provide it to the Kornit organization.
Utilizing our CRM system (salesforce.com) and drive our partners’ utilization of the CRM system for proper opportunity reporting on an ongoing basis in view of being able to accurately forecast order entry in the region at any time.
Promoting Kornit products including consumables and service deliverables and continuously conveying Kornit messaging to partners and customers.
Building of a trustful, cooperative, and mutually beneficial relationship with partners as well as the representation of partners’ legitimate interests towards the Kornit organization.
Perform regular opportunity pipeline review calls using salesforce.com with each of the partners to understand the progress in each of their active sales cycles (opportunities).
Depending on the size of the partner’s business call intervals may vary between weekly / bi-monthly / monthly.
Ensure opportunity progress / activity is updated by the partners to reflect the actual closing probability of each opportunity as accurately as possible.
Join partners’ sales people in the field while executing important sales calls.
Ensure proper Kornit messaging and demonstrate alignment of Kornit and partners to prospects/customers.
Support partners’ sales efforts by means of engaging other Kornit resources as needed, e.g. Pre-Sales Application, Product Management, others.
Explore potential reseller candidates in regions where Kornit either haven’t appointed a partner yet, the existing partner does not address the full potential of the market, simply materially underperforms, or does not comply with fundamental requirements of Kornit towards the partners.
Do proper screening of potential candidates and prepare necessary information to facilitate a smooth decision making process.
Involve the Director, Sales EMEA in the decision making process.
Initiate proper training and manage the boarding process of any newly appointed partner by leveraging resources inside the Kornit organization.
Ensure intensive escort of the partner during ramp-up period to accelerate his learning curve.
Manage channel conflict wherever present.
Take quick and appropriate actions in cases of channel conflict around single opportunities to avoid any harm to the customer relationship and the opportunity itself.
Provide comprehensive reports to the Director, Sales EMEA verbally and in writing about ongoing sales activity of partners, competitive threats or threats of other nature in the region, and about expected sales results on a regular basis.
Ensure best possible predictability of order entry at any time.
Experience in direct sales as well as distribution channel management in an international setting. Experience in structuring and formalizing of distribution partnerships.
Strong business background: Experience in working with sales targets.
Experience in selling capital equipment and consultative selling.
Experience in garment, textile or graphic arts digital printing required.
High “cultural I.Q.”: able to deal with people from all over the world with different values. Be culturally attuned to these nuances and differences so as to be able to navigate and communicate through that effectively and efficiently while being mindful of potential sensitivities
Good communication, presentation and planning skills.
Interaction with others demands influencing and persuasion in a tactful manner and with understanding of cultural and business differences.
Passionate self-motivated and able to handle demanding workloads.
Able to work remotely (home office) with limited supervision.
Customer focused and service oriented.
Ability to learn new skills and adapt to changing environments.
Experience in using salesforce.com preferred.
Ability and willingness to travel extensively.
Excellent German and English (verbal and in writing)