Sr. Director, Partner & Channel Sales, North America

Job Responsibilities & Duties

• Recruitment, Enablement, Development
• Identifies the right partner mix and 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
• Deliver updated and continuous enablement to partners across the sales cycle
• Coordinate with other company teams to develop adequate partner training for business and technical skills
• Leads solution development efforts (including Cloud tri-party solutions) that best address end-user needs, while coordinating all company and partner personnel
• 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
• Covers coordination of the involvement of direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations
• Builds a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers; and co-sell programs with hyperscalers
• Mets assigned targets for profitable sales volume (sourced and influenced) and strategic objectives in assigned territory and partner accounts
• Depending on the territory may achieve revenue goals working in several sales models: Direct/Partner-led cosell; Indirect/Distribution; VAR/Solutions
• 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
• Monitors performance of partners and coaches them to higher levels of success
• Affords assistance to the overall partner programs and operations team in enhancing 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
• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company
• Previous experience in direct sales, consulting or products
• Track record of results-oriented sales and partner management that sets and achieves aforementioned KPIs
• Strong networks and experience with reseller, systems integrator and consulting ecosystem at senior management levels
• Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company
• Willingness to travel around 25-50%
• Be entrepreneurial and take the initiative to lead
• Be a team worker with a positive attitude to help your team and others succeed in their roles