Federal Channel Sales Manager

At a Glance

Legrand has an exciting opportunity for a Federal Channel Sales Manager to join the Data Power & Control Division. Under the general direction of the VP of Channel Sales, the Federal Channel Sales Manager’s primary responsibilities are to recruit, develop, grow, and manage channel partners focused on U.S. Federal Government business. These channel partners include distributors, VARs, integrators, and others. This position will be responsible for achieving sales, profitability, and growth objectives. The Federal Channel Sales Manager represents solutions in the data center market, including rack PDUs, KVM, cabinets, containment, and others. Territory for this position includes the entire United States with a particular focus on the Washington, D.C. region.

This is a REMOTE position within the Washington, District of Columbia area.

The Federal Channel Sales Manager, as with all members of the Legrand Team, is expected to promote a positive work environment, demonstrate initiative, professionalism, personal awareness, integrity, and exercise confidentiality

Main Job Duties:

• Identify, recruit, and develop Channel Partners focused on U.S. Federal Government business.
• Through regular meetings and communication, establish productive, professional relationships with channel partner principals / key decision makers.
• Coordinate the involvement of our Legrand team, including sales, support, service, and management resources, to meet partner performance objectives and partners’ expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensure partner compliance with partner agreements.
• Drive adoption of partner programs among assigned partners.
• Create account business plans to include quarterly business reports, marketing plans, suggestions, sales objectives, and forecasting.
• Create mind share and visibility within the Partners’ sales teams.
• Support the explanation and navigation of the Partner Program, including the registration of opportunities and sharing of leads.
• Provide regular updates to senior management on the status and performance of partners being managed.
• Display original thinking and creativity; Meet challenges with resourcefulness; Generate suggestions for improving work; Develop innovative approaches and ideas.
• Display willingness to make decisions; Exhibit sound and accurate judgment; Support and explain reasoning for decisions; Include appropriate people in the decision-making process; Make timely decisions.
• Perform other duties as assigned.

Education: Bachelor's degree from a four-year College or University; or equivalent combination of education and experience.

Experience: A minimum of 5 years of sales experience in the information technology industry, data center industry experience preferred. Knowledge of rack power solutions is a plus.

Skills/Knowledge/Abilities:

• Comprehensive understanding of Federal channel partners and established relationships with key partners in the space
• Comprehensive understanding of the Federal procurement process and applicable Federal contracts
• Project management skills including planning, organizing, and coordinating tasks.
• Computer proficient with knowledge of Microsoft Office products (Word/Excel/Outlook/PowerPoint), experience with Salesforce.com preferred.
• Effective oral and written communication skills with the ability to provide information across multiple groups in the Company including Finance, Engineering, Marketing, and Sales.
• Strong organizational and planning skills and the ability to work independently.
• Ability to travel up to 50%.

Desired Competencies:

• Job Knowledge - Competent in required job skills and knowledge; exhibits the ability to learn and apply new skills; keeps abreast of current developments; requires minimal supervision; displays understanding of how job relates to others; uses resources effectively.
• Cooperation - Establishes and maintains effective relations; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.
• Oral Communication - Speaks clearly; listens and gets clarification; responds well to questions; participates in meetings.
• Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests.
• Problem Solving - Identifies and resolves problems promptly; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem-solving situations; uses reason even when dealing with emotional topics.
• Initiative - Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
• Quality - Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.

WORK ENVIRONMENT

The work environment is fast-paced and priorities can shift quickly. All employees are expected to go outside their primary responsibilities when required, and multi-task job duties regularly.

Compensation: $120,000-$140,000 base plus commission target

Benefits: LNCA offers comprehensive medical, dental and vision coverage, as well as distinctive benefits like a high employer 401K match, above-benchmark paid maternity and parental leave, paid time off to volunteer, and an active/growing Employee Resource Group network.  LNCA is an employee-centered, growing company with tremendous opportunity

About Legrand

Representing more than 150 years of innovation, Legrand is the global specialist in electrical and digital building infrastructures. Our purpose is improving lives by transforming the spaces where people live, work and meet with electrical and digital infrastructures and connected solutions that are simple, innovative and sustainable. Every day, over 39,000 Legrand employees work hard to enhance the buildings of tomorrow. Legrand is a global, publicly traded company listed on the Euronext (Legrand SA EPA: LR) with revenue of €7 billion, and products sold in 180 countries. For more information, visit www.legrandgroup.com/en

About Legrand North and Central America

Legrand North and Central America (LNCA) employs over 6,500 associates in 50 locations, working across six divisions/sector: Audio Visual, Building Controls Systems, Data Power and Controls, Electrical Wiring Systems, and Lighting.  We hold a leading position in every North American market we serve and focus on exceeding our customers’ needs within the commercial, residential, and industrial industries. LNCA offers comprehensive medical, dental and vision coverage, as well as distinctive benefits like a high employer 401K match, above-benchmark paid maternity and parental leave, paid time off to volunteer, and an active/growing Employee Resource Group network.  LNCA is an employee-centered, growing company with tremendous opportunity.  For more information, visit legrand.us

About Legrand’s Data Center Power and Control Division

The industry-leading brands of Approved Networks, Ortronics, Raritan, Server Technology, and Starline empower Legrand’s Data, Power & Control to produce innovative solutions for data centers, building networks, and facility infrastructures. Our division designs, manufactures, and markets world-class products for a more productive and sustainable future. The exceptional reliability of our technologies results from decades of proven performance and a dedication to research and development. 

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Equal Opportunity Employer

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