Regional Sales Director - System Integrators/Network/Security

STEPS is an Executive Search Organization headquartered in New Delhi.

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At this time we have following positions 2-3 different Large Organisations:

Regional Sales Director for North-2, South-2, East and West

- The candidate must be having working experience with VAR (Value added reseller) channel including System Integrators, Network/Security VARs and other Solution Providers

Role Description: Regional Sales Director

Job Description:

- Strategically and tactically drive sales through the VAR (Value added reseller) channel including System Integrators, Network/Security VARs and other Solution Providers; bring leadership to the VAR model in the region to achieve overall revenue and profitability objectives for the assigned region, and implement channel programs allowing the organization to leverage and enable existing and new partners.

- The incumbent will own all VAR Channel strategies for the Annual operating plan in the region.

- Plan and implement sales programs for all product lines. Ensure execution of the developed sales strategies, and plan promotional programs at the regional level along with the product managers. The position holder will assist in executing VAR Channel terms and conditions.

- The position will play a key role in assisting channel partners in developing and managing business plans to address incremental growth of revenue and market share.

- Engage partners in developing and managing business plans addressing new customer acquisition. The overall goals will be measured on achieving revenue and gross margin targets from partners.

- The regional sales director will evaluate and provide analysis to Sales Head for market opportunities.

- Will be driving all key relationships with partner sales leaders and executives.

- Identify, recruit, on-board, and continue educating new enterprise channel partners within assigned territory.

- Analyze market trends and accordingly develop sales plans to increase awareness.

- Exceed channel account management and revenue generation goals.

- Candidate must display leadership aptitude, strategic mindset, ability to spearhead an initiative and to carry it to execution.

- Manage sales pipeline, forecast monthly sales and identify new business opportunities in the region

- Would be required to drive operational efficiency to collect the money for the revenue generated.

Desired Profile:

- Successful experience in sales with strong experience in strategic partner development or a channel management focused on value channels, and a proven background in enterprise channel-partner sales is a must. Experience with high value, SMB/SME products is a must.

- The incumbent should have established credibility with SI/VARs in at least one assignment in last 5 years. He must also be able to lead and maintain a very strong health of the channel ecosystem.

- The candidate must have handled a large revenue responsibility and navigated from a scale of Rs 300 crore to Rs 500 crores in a given span of time Able to strategically identify and build relationships with appropriate channel partners including SIs, Resellers, VARs, and other technology partners

- Experience in management, development, and education of partners / alliances

- The candidate must have a strong technological acumen and must have a good understanding of technology and service offerings combining enterprise – class virtualization, data center, servers, storage, networking, security, office automation, cloud hosting services etc

- Proven ability to significantly ramp revenue, and a record of managing a team that deliver targeted sales and market share numbers

- Strong business skills; effective in seeing the customer’s/channel partner’s underlying business issues

- Existing relationships with known resellers/partners that address the SMB market.

- Ability to team with the Sales Account Executives that will work with the channel to close deals where appropriate.

- Aggressive and high energy, yet polished and composed

- Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.

- Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take calculated risks.

- Proven leader, and has hired strong people in the team.

Please share your CV with the following details:

Current Organisation:
Present Designation:
Reporting to:
Total Experience:
Total Sales Experience:
Total Exp in Value added Reseller Org:
Product and Services(eg SI, Network/Security,etc):
Territory:
Last Year Sales Target v/s Achievement:
Team Size:
Qualification with Institutes & Year:
Current Salary:
Expected Salary:
Present Location:
Joining Time:
Special Comments/Major Achievements:

Dheeraj Walia
CEO
STEPS
Public Profile : http://in.linkedin.com/pub/dheeraj-walia/9/ab4/5a2