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.