Director - Channel Sales & Partnership Alliances - Software

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.

- Meets 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 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

Qualifications

We require:

- 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.

- 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 verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.

- Professional sales training would be an advantage but not essential.

- Willingness to travel around 25-50%.

- Be a team worker with a positive attitude.