About this role
Sector Manager - Go-to-Market
Purpose of the job
Define and execute the ADV go-to-market strategy by managing a high-performing global channel partner network to drive growth, increase market share, enhance sales efficiency, and expand market coverage.
Key Objectives / KPIs:
* Channel partner Sales growth and Contribution Margin * New generated opportunities and face-2-face customer visits by ADV Account Managers * Revenue by Field Sales headcount * Growth rate by customer classification * Reduction of transactional tasks
Responsibilities:
Channel Partner Network:
* Leads the negotiation, review, and amendment of distribution agreements, ensuring ongoing compliance with applicable laws, regulations, and internal legal policies. * Defines the framework for negotiating trade agreements and discount rates led by the regional Sales Channel Manager. * Monitors regular business reviews and opportunity meetings led by the Regional Sales Channel Manager.
Global Channel Partner:
* Build and maintain strategic relationships with global channel partners at the senior executive level and organize regular face-to-face strategic meetings and workshops. * Define and drive the strategic partnership roadmap. * Shape and optimize the product portfolio and product branding.
Local Channel Partner and Representatives:
* Establish and maintain management-level relationships with local channel partners and representatives. * Define and optimize the product portfolio. * Develops and continuously optimizes performance-based rating systems as the foundation for sales conditions and services provided by VAT. * Monitor channel partner performance and, together with local Channel Partner and ADV Sales Leaders, decide on onboarding new channel partner or phasing out underperforming channel partner. * Supports Regional Sales Channel Managers with standardized analysis tools and templates to monitor channel partner performance and conduct business reviews efficiently. * Support the regional Sales Channel Manager in organizing channel partner meetings.
Digital Sales Channels
* Develop the ADV digital customer journey in close collaboration with the data architects to automatize transactional tasks and enhance productivity. * Support channel partners with digital tools and services. * Establish digital customer services in collaboration with other Business Units.
Go-to-Market Strategy:
* Develop and execute the annual update of the Go-to-Market Strategy. * Align and reinforce market reach strategy with ADV Sales Leaders and BU Management Team. * Conduct regular reviews with ADV Sales Leaders to monitor progress and implement corrective actions where necessary.
Pricing Strategy:
* Support the ADV PM Pricing Team in pricing initiatives and implementation. * Lead sales communication for the annual price adjustment.
Qualifications:
* Bachelor's degree in sciences, engineering or economy. * Master in Business Administration. * Fluent business English skills written and spoken. * 4+ years working experience in B2B Sales, Account Management or Channel Management. * Vacuum market experience preferred. * Solid experience in managing international projects. * Strong entrepreneurial mindset combined with strategic clarity to identify and capture growth opportunities. * Proven ability to lead complex, cross-functional initiatives at global scale, spanning processes and systems. * Executive-level communication skills, with the ability to influence customers, partners, and senior stakeholders. * High level of ownership: self-driven, decisive, and accountable for outcomes. * International mindset with strong cultural agility and a track record of building trust across regions.