Просмотр вакансии

At Redington, we are ready to expand our horizons with a new zeal, identity, and impetus.

For our growing organization, we are looking for a Dassault Senior Channel Manager to join our Sales team.

About the Role

As Senior Channel Manager at Redington, you will be the fully dedicated commercial owner of the Dassault portfolio across Azerbaijan, Kazakhstan and Uzbekistan. You will be responsible for building Redington's DS business from the ground up in these markets — winning new enterprise accounts, developing the local reseller ecosystem, and growing revenue through both direct and indirect channels.

This is a high-visibility, high-impact role suited for a proven enterprise sales professional who combines deep knowledge of the CAC region with experience in industrial software (CAD, CAM, PLM, simulation, engineering, R&D, P&D, or manufacturing. You will operate with considerable autonomy while being fully supported by Redington's regional infrastructure and Dassault global partner programmers.

Key Responsibilities

Sales Strategy & Revenue Ownership

• Own and deliver annual sales targets for the Dassault Systems portfolio across Azerbaijan, Kazakhstan and Uzbekistan; build and maintain a healthy, qualified pipeline in CRM.

• Drive net-new account acquisition and manage expansion (upsell/cross-sell) and renewal opportunities within the existing customer base.

• Conduct market mapping and competitive analysis to identify addressable opportunities (TAM/SAM) and prioritize target accounts.

• Develop territory business plans aligned with Redington's regional strategy and Dassault Systems partner growth objectives.

Customer & Executive Engagement

• Build trusted, long-term relationships with C-suite executives, VP Engineering, and senior operations decision-makers through a consultative selling approach.

• Develop executive sponsorship within strategic accounts regional manufacturers, aerospace & defense entities, and government organisations.

• Lead structured discovery sessions to map customer pain points and co-design the right solution with Dassault Systems technical resources.

Deal & Sales Cycle Management

• Manage complex, multi-stakeholder enterprise deals with extended sales cycles end-to-end — from prospecting through contract signature.

• Lead RFP/RFI response processes and drive preparation of technical and commercial proposals in coordination with Redington's pre-sales team and DS resources.

• Own pricing, deal structuring, negotiation, and contract closure activities in line with Redington's margin and compliance guidelines.

Channel & Partner Development

• Identify, onboard, and develop a network of qualified local resellers and system integrators in Azerbaijan and Kazakhstan to extend market reach.

• Execute joint go-to-market plans with channel partners; provide enablement, pipeline co-management, and joint sales support.

• Act as the primary liaison between Redington, local partners, and Dassault Systems regional and global teams.

Marketing & Brand Building

• Represent Redington and Dassault Systems at industry events, trade shows, and customer workshops to build brand awareness and generate pipeline.

• Work with Redington's marketing team to localize DS campaigns, run demand generation activities, and produce regional success stories.

Reporting & Business Intelligence

• Deliver accurate weekly/monthly sales forecasts and pipeline reviews to Redington senior management.

• Maintain complete and up-to-date opportunity and activity records in CRM.

• Provide regular market intelligence, competitive insights, and partner performance updates to leadership.

Requirements

Must-Have Criteria

• Minimum 7 years of B2B enterprise software or technology sales experience, with at least 3 years in CAD, PLM, CAM, R&D, P&D, Simulation, MES, ERP, or comparable engineering/industrial software.

• Proven track record of active customer relationships and consistent quota attainment (>100%) in Azerbaijan and/or Kazakhstan and/or Uzbekistan.

• Demonstrated experience managing complex enterprise sales cycles (SaaS/perpetual license + professional services).

• Experience working within a distribution, VAR (Value-Added Reseller), or channel-led sales model.

• Full professional proficiency in Russian (C1+), actively used in business communication across the Caspian region.

• Professional-level English for written and verbal communication (B2+).

• Strong network within oil & gas, heavy industry, mining, manufacturing, defense, or aerospace sectors in the territory.

• Ability to travel extensively within the territory

Preferred Criteria

• Prior sales or pre-sales experience with Dassault Systems products (CATIA, ENOVIA, SolidWorks, SIMULIA, DELMIA, 3DEXPERIENCE).

• Experience at a technology distributor, SI, or reseller organization selling to enterprise and government accounts.

• Bachelor's or Master's degree in Engineering, Industrial Engineering, or Computer Science.

• Familiarity with public tender and procurement processes in Azerbaijan and/or Kazakhstan and/or Uzbekistan.

• Proficiency in sales methodologies such as MEDDIC, Challenger Sale, or equivalent.

• Working knowledge of Azerbaijani, Kazakh or Uzbek languages.