Area Manager - India

2 days ago

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SMART Technologies

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SMART Technologies is a leading provider of interactive technology solutions designed to enhance collaboration and engagement across various sectors, including education, business, and government. Their award-winning products, such as interactive displays and educational software, are utilized to foster dynamic learning environments and collaborative workspaces. The company emphasizes security and environmental commitment in its offerings, providing robust technology that supports secure communications and sustainable usage. With SMART Technologies, users gain not just advanced products but also dedicated support and training, ensuring optimal utilization and long-term value.

interactive displays • interactive learning software • Collaboration • Education • Teaching and Learning

501 - 1000 employees

Founded 1991

📚 Education

🏢 Enterprise

🏛️ Government

💰 Private Equity Round on 2007-07

📋 Description

• The Area Manager is responsible for formulating and executing the strategic GTM market plan for the region. • Establishing business relationships with key partners in the channel ecosystem and key end users across the region. • Meeting and exceeding monthly, quarterly, and annual sales targets and working closely with the wider local team to deliver success. • Leveraging marketing and sales programs and other SMART resources to support business objectives. • You will drive activities that will enable the growth of SMART sales across the pan-INDIA states and grow the SMART market share in Education. • Leading and managing the BUY resources in INDIA to optimize the strategy with maximum impact whilst collaborating with other UCE enabling teams/resources within SMART. • Leading the team locally across pan-INDIA regions to drive business effectiveness, strong GTM and business growth. • Being proactive in bringing together the annual FY plans, with the local team, with cross functional and enabling inputs. • Working to ensure the appropriate go-to-market and channel plan supports business objectives. • Maintaining and recruiting new channel partners across the region, as required to support scalable growth in the business across all segments. • Be strategic and tactical in planning channel activities and working on MDF planning to fuel the market activities within the guidelines. • Maintaining rigor and accountability with partners and working with the local teams to drive a deeper level of engagement in managing the sales motions aligned to objectives. • Establishing and maintaining strong business relationships through proactive account management, including regular face-to-face meetings and communication at the Distributor, reseller, and end user levels. • Evaluating the effectiveness of our reseller channel regularly to maximize coverage of all markets of Education segments (both Public, private, international and Higher Ed) aligned to the channel partner program. • Build robust and accredited, knowledgeable channel partners, with the necessary training and onboarding aligned to the accreditation criteria of the SMART channel partner program. • Building and maintaining strong relationships with key end user accounts and channel partners at all levels and be a tactical thinker to overcome any barriers to closing sales and delivering success to the business goals. • Working across the regional channel network to grow robust sales pipeline and managing the internal CRM to contribute to the business outlook, forecast and commit discussions. • Planning and executing strategies for maximizing sales across all business segments while minimizing potential channel conflicts. • Meeting and exceeding sales quotas with new and assigned SMART resellers and specific end users. • Distributing lead and sales enquiries to resellers based on their product knowledge, allegiance to SMART and return on investment to build up the sales funnel and pipeline. • Resolving customer and reseller issues using ethical, practical, and fair methods, maintaining integrity, and adopting the company values. • Supporting resellers and end-users at local trade shows, seminars, conferences, and customer events together with the rest of the local team. • Support resellers in their efforts to sell SMART products to their customers by ensuring their capabilities, capacities, interests, and commitment, and by regularly evaluating their marketing strategies and practices. • Ensuring that resellers and end users are adequately informed and trained on SMART's full range of programs and products and with new product launches. • Working with SMART education consultants to ensure that their efforts are aligned to territory and account objectives. • Engage and maintain influential C-Level relationships with Government key decision makers to influence large scale tenders/projects. • Monitoring market and competitor activities and providing relevant reports and information with regular market updates. • Providing high-quality territory reports showing knowledge of a specific territory and suggesting plans for required improvements, as required. • Responsible for territorial forecasts, outlooks, and other internal reporting, such as Salesforce, and pipeline together the rest of the team. • Traveling approximately 50-70 percent of the time throughout your territory (as needed)

🎯 Requirements

• Degree in business, marketing, or a related field • At least 10 years' experience in sales, business development, channel management with a successful, fast-paced, technology-driven business in this region. • Proven aptitude for developing relationships with key decision makers. • Strategic business thinking and planning skills. • Excellent written and verbal communication skills • Strong presentation skills and ability to navigate sensitive or often challenging conversations. • Demonstrated analytical, reasoning, and problem-solving abilities. • A high level of self-motivation • Strong time-management, record-keeping, and planning skills • Strong track record of delivering success and business growth. • Experience in managing multi-markets within the AV tech space. • Proficient language skills including English. • A valid passport, or no impediment to obtaining one.