VP of Global Channels & Alliances

Strategy & Operations

• Member of the Global Partner Leadership team, contributing to overall direction and strategy of the alliances organization
• Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs (with Partner Marketing), and all other aspects of partner account management in a “partner first” sales and delivery model
• Refined, expanded, and improved our existing channel strategy and defined the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, outsourcing, etc.)
• Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets
• Develop and execute sales plans including strategy and tactical partner account management execution plans
• Closely work with Sales leadership to execute on all partner related company objectives
• Support the “sell-to” partner sales channel in collaboration with the outsourcing/MSP sales team
• Closely work with Partner leadership in other regions to share best practices, align on operating models and support global partner relationships and opportunities
• Collaborate with supporting stakeholders (Sales Operations and Partner Success) to develop and deliver partner enablement programs
• Collaborate with Partner Marketing and Partner Operations to drive all partner-related programs and initiatives
• Evangelize the partner strategy with key stakeholders throughout the organization

People Management

• Support a team of Senior Leaders to achieve overall channel revenue objectives and KPI’s
• Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
• Provide mentorship and professional growth opportunities to the alliance team
• Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision
• Match employee skills and talent to tasks to ensure optimal engagement and performance
• Maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders
• Responsible for the life-cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required)