Presentation Skills
In some cases partners need the channel manager to accompany them to a sales pitch. Toth said 75% of the time a channel manager operates as a liason. However channel managers might need to play a more customer-facing role for smaller vendors.
The ability to stand up in front of a customer and articulate the value proposition can set a channel manager apart from their peers.
“Some of these channel managers are just kind like Queen Elizabeth. ‘Just let me know what you need, and I’ll be over here in the corner and let the engineers and sale people take care of stuff,'” Toth said.
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