Channel Sales Account Manager

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Overview

Would you like to help enrich the lives of learners around the world?

At RM, we've been pioneers of education technology since 1973. We provide technology and resources to the education sector, supporting over 20 million students and improving educational outcomes worldwide.

What we do helps learners at all stages of their lives, from preschool to higher education and professional qualification; we partner with schools, examination boards, governments, and professional organisations globally to make learning more accessible, more engaging, and more impactful.

RM operates through three divisions: Assessment (digital assessment and marking solutions), Technology (managed services, hardware, and software for schools), and TTS (educational resources).

RM Technology has shaped future generations for over fifty years by implementing innovative technology solutions in schools and colleges. Founded in 1973, we're a trusted Edtech partner, transforming teaching environments to be more productive, resilient, and sustainable.

Our committed team pioneer, collaborate, and continually push the bar on products and services in the EdTech space.

Visit us here to find out more: www.rm.com/education

The Role

We're beginning to grow our offering outside of direct sale in education both into the wider public sector and sell through partners such as local authorities or bodies which represent large groups of educational establishments. We are looking for an experienced Channel Sales Account Manager to lead our sales effort into some of our existing channel partners. Within this role you will be expected to manage and grow existing accounts.

The key focus for the role will be to retain and grow our high value channel partners to sell through effectively, helping them to target new customers and emerging market opportunities, qualifying leads, cross-selling, managing sales opportunities (via both bidding and less formal routes), working closely with bid team colleagues and the wider Go to Market team. Bids and large opportunities require us to describe in detail our proposed solution, plans for the implementation, how service will be managed, and how digital transformation will be achieved. This is against the backdrop of a competitive market. The CSAM plays a key role in helping to bring to life the RM solutions to a customer's requirement but most importantly is responsible for ultimately winning the deal through a channel partner by providing and driving the commercial steer and proposed pricing alongside the articulation of the win themes that will look to set us apart from the competition within the bid response.

Success involves engaging with the necessary level of contacts within the existing accounts and identifying required levels of opportunities, creating maximum demand for the company's key propositions, ensuring opportunities are expertly qualified, and converting as many of these opportunities as possible into orders, with the aim of exceeding the annual sales targets.

You will work across a variety of channel partners, bids and campaigns to motivate leaders to want to engage further with RM and use these conversations to uncover and create new sales opportunities. You will help channel partners successfully sell the related RM solution, by building superior joint value, overcoming objections and gaining a financial commitment from the prospect. The role holder needs the skills and experience to sell through responding to complex and competitive tenders as well as through more informal procurements.

To be successful you will need to develop and maintain a knowledge of the market including the key

suppliers and your channel partners, including Public Sector bodies, you should engage. Reporting to Channel Sales leadership, you will bring your Public Sector and Channel experience to the team and help in shaping and delivering the strategy for this exciting opportunity.

Responsibilities

Main Responsibilities

Main Responsibilities include but are not limited to:

Opportunity identification, development and closure

• Identify pursue and develop new opportunities within your existing partners
• Where applicable, lead the bid response effort with the support of the bid management team.
• Generate Channel Partner acquisition growth through prospecting, networking, attending events, and leveraging consolidation opportunities.
• Manage the full sales cycle from renewal through to negotiation and close.
• Win significant business growth opportunities, working with the Go-to-market team, bid team and the rest of RM as appropriate, positioning RM as a credible organisation to grow the partnership with.
• Take and lead bids through formal governance & exec steering for permission to bid, no bid, submission and contract close.

Customer engagement

• Map out, Engage, maintain and influence a network of decision makers and influencers within the Channel partners you manage to generate long term relationships that can be converted to a tangible future sales opportunity.
• Attend Channel Partner meetings, growing personal profile and connections across the organisation.
• Act as a window into RM as a point of escalation for the channel partner.

Pipeline management & forecasting

• Deliver against targets through pipeline management within RM's CRM.
• Track pipeline and ensure coverage against target.
• Ensure appropriate regular contact with all opportunities and the account in general.
• Identify and mitigate risks within the Channel pipeline - both new business and existing.
• Prioritise opportunities and the time allocated to them.
• Accurately forecast opportunities through providing a monthly commit during regular meetings with your channel Sales leadership.

Improvement focus

• Work closely with your Sales colleagues to share best practice and help each other improve win rates.
• Identify any solutions gaps/requirements that RM needs to address to be successful in any given initiative and support the Business in bringing this to life in bids and customer engagements.
• Work with marketing and product management colleagues to develop a replicable bank of sales assets and case studies to engage / influence the market with, in terms of RM's capability.

Experience

Skills and Experience

• You will have proven experience of:
  • Selling & managing accounts delivering complex, strategic solutions into the Channel and public sector, ideally in the IT and business process outsourcing sectors.
  • Working in and leading matrixed sales and bid teams, involving different specialists.
  • Business development success at an account level, through both structured (e.g. bid and tender) and unstructured sales processes.
  • Building strategic relationships at an Executive/Director level.
• You will be:
  • Self-motivated, target-driven, and able to work independently.
  • A strong strategic thinker and account planner, able to analyse complex market dynamics and requirements, and develop a coherent and compelling response.
  • Analytical, able to understand both RM's business drivers, solutions and delivery, and customers' key drivers and their impact on solution design, and how these are brought together effectively, under effective commercial contract.
  • Self-motivated and highly organised, able to operate within a complex environment.
  • Someone who acts with initiative, able to find a creative approach to solving customer problems and finding channel to market.
  • A great communicator, able to engage with and influence external and internal stakeholders of different levels, articulate complexity in a clear and straightforward manner, negotiate effectively, and present compellingly.
  • Proficient in using CRM systems.

• You will have:

• Building relationships at an Executive/Director level within the channel partner.
• A full UK driving licence, and a willingness to travel

• Passion for working with the Education sector and selling through partners.
• A flexible can-do attitude, with a willingness and ability to adapt within the role.
• A strong alignment to RM's core behaviours: Be Brave, Win Together, Be Curious, Make it Simple and Consider it Done.

What's in it for you?

At RM we have My Work Blend @RM which provides office-based colleagues with multi location and hybrid working options. As well as your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres or on the move. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process.

RM is committed to safeguarding and promoting the welfare of children and expects all permanent and temporary staff to share this commitment. This role is exempt from the Rehabilitation of Offenders Act 1974 and all successful candidates will be subject to Disclosure and Barring Service (DBS) checks along with other relevant employment checks.

As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance and a Group Personal Pension Plan with higher contribution levels available. There are lots of voluntary benefits too. You could buy additional annual leave, join our dental plan, sign up for a health assessment, or take part in our cycle to work scheme. You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.

To better reflect the society that we serve, we're committed to building a diverse workforce and creating an inclusive and welcoming environment for all. To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work, we also want to make the recruitment process as inclusive as possible for everyone. Should you require additional support with your application or through the interview process, please contact us at recruitment@rm.com.

Unfortunately, we are unable to offer visa sponsorship for this role.