Director, Partner & Channel Sales, North America

Job Responsibilities & Duties

• Recruitment, Enablement, Development
• Proactively recruits new qualifying partners
• Establishes productive, professional relationships with key personnel in assigned partner accounts
• Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis
• Develop training materials, create presentations for resellers
• Coincide with other company teams to deliver adequate partner training for business and technical skills
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
• Partner Sales Planning and Execution
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations
• Mets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
• Depending on the territory may achieve revenue goals working in several sales models: Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale Indirect-only territories: Sells through partner organizations to end users in coordination with partner sales resources. VARs: Enable partner organizations to handle unassisted sales to end users
• Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
• Provide regular governance, reporting, and management of indirect and joint/co-selling activities
• General Partner Management
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Ensures partner compliance with partner agreements
• Drives adoption of company programs among assigned partners
• Marks performance of partners and coaches them to higher levels of success
• Aid the overall business development team in developing good PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program

Desired Skills & Experience

• BS/BA or higher degree
• 10+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company
• Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, revenue
• Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem
• Past relationships and network is a plus
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders
• Be entrepreneurial and take the initiative to lead
• Collaborative and team-oriented approach, positive attitude, with the ability to work cross-functionally and influence without direct authority and help others succeed in their roles
• Willingness to travel around 25%