WHO SHOULD APPLY :  Only such channel sales professionals, who have been in the IT Services/Products industry for most of their career, driving channel/partner sales through small, medium & big system integrator (SIs) cos. in Americas, EMEA and APAC. Direct sales specialists will not fit, please.  THE EMPLOYER :   Prodentify has been retained to hire a Head of Global Channel & Partner Sales for the enterprise software product business of its mid-sized IT Services client in Delhi-NCR. The client co., initially founded in the US, is more than a decade old, operates at CMMi Level 5 and has a strong global top-line along with healthy profitability that has been constantly improving YoY.   Application Services, IT Infra Engg., SMAC solutions, End User Computing, Outsourced Product Engg., Enterprise Software and Staff Augmentation are the major businesses at the firm, employing close to 1400 full-time employees across the globe, with major focus on Americas, followed by other western as well as growth markets.   THE JOB :   The Head of Global Channel & Partner Sales is an experienced partner sales professional of IT solutions & products in the Americas, preferably followed by non-American western economies and other global growth markets, responsible to identify and secure strategic global partnerships that can deliver accelerated revenue growth to the company.   - (S)he opens doors and drives new partnership development, maintains existing partnerships, performs analysis of partners- business operations, growth goals and objectives.   - In addition, (s)he will collaborate with partners to devise a business plan that supports the partners- sales objectives and enables the company to grow its revenue and wallet share, by matching the company's extensive software portfolio to the partners- needs. While the   DUTIES AND RESPONSIBILITIES :   - Responsible for driving global channel sales strategy in collaboration with all internal stakeholders (top management and product owners), in an individual contributor's role, at-least for one or two fiscals, after which a sales matrix could be built under the position.  - Aggressively identify and build new partner relationships to profitability grow and accelerate revenue for the company.   - With the team, act as the champion of our software and value proposition to new partners.   - Effectively engage business executives (VP, SVP & C Level) within global ISVs to define and execute opportunities for mutual business growth. Ensure executive peer-to-peer relationships develop and flourish.   - Lead the sales cycle with the partner, from strategic approach, defining solution opportunities to business modelling and term sheet negotiations. Work to streamline and accelerate business development process for new partnerships.   - Ensure that he and his team build a continuous pipeline of leads/opportunities and drive balanced sales growth through the Partner Sales team.   - With the top management and product owners, evaluate partners- strategy and product development plans, organizational structure and based on that, develop a pursuit plan that positions the company to fit the partners- business model and objectives.   - Manage partners- contractual process internally with the company's legal team and externally with the partner.   - Accurately set, manage, and meets revenue targets.   - Ensure partners meet expectations relative to pipeline development, technical capabilities, support functions and other commercial practices.   - Work with regional sales resources to achieve/exceed revenue goals.   - Determine proactive competitive strategies and targeted sales campaigns specific to partner's capabilities and needs and successfully articulates, positions, and differentiates the company's offerings.   - Generate presentation, marketing materials targeted at prospective business partners, as well as partnership proposals, etc. and collaborate with key internal executives on presentations, deal development and negotiations.   - Liaise with appropriate internal staff to assist with general marketing initiatives and advise on the most effective ways in which to communicate to the the company's partner base to win new business and to build the company's brand positively.   - Build a continuous sales pipeline in support of securing new business and ensuring partners- business success   - Close effective, profitable and productive partnerships.   - Drive transformational process and sales strategies to build and accelerate new partnership sales.   - Prepare and provide business reviews to the company's senior and executive leadership teams.   - Liaise with legal team on contract negotiations.   - Drive strategic relationships and key business opportunities.   - Work collaboratively with partner development and support staff globally to share expertise, resources, best practices, market knowledge and other forms of effective commercial information.   - Solicit and apply partner feedback (internal and external) to improve service.   - Support the development of competitive analysis.   - Support presentations and trade shows, partner events, and other industry events as required.   REQUIRED SKILLS AND EXPERIENCE :  - 10+ years of proven partner acquisition experience within the enterprise software environment.  - Managed and led a team of global partner sales professionals in support of revenue targets.   - Strong professional presence with credibility in the enterprise software industry.   - Must be based in Delhi-NCR or willing to relocate to Delhi-NCR in the next 30 days.   - Should be willing to be a part of a newly started-up business within an already grown company. An entrepreneur's spirit is a must.   - Has to be fine working in an individual contributor's role, for the 1st or 2nd year, after which, a sales matrix will be built under for the business.  - Previously demonstrated ability to create and manage successful strategic relationships with global Partners.   - Demonstrated experience closing new partnership relationships with both Software-as-a-Service (SaaS) and traditional software companies.   - Experience implementing cutting-edge partnership sales strategies utilizing technology.   - Demonstrated ability to meet and exceed revenue targets.   - Experience in managing complex negotiations and in working with legal staff.   - Ability to work and think at both strategic and tactical levels.   - Knowledge of business processes as well as risk awareness.   - Outstanding communication skills, including prospecting, presenting, negotiating and ability to clearly present complex ideas in ways that engages end-user audience.   - Strong analytical and problem solving skills.   - Well-developed interpersonal skills and ability to work globally and within a variety of situations across all levels of management.   - Track record of success in an entrepreneurial culture requiring resourcefulness and the ability to develop and close deals with a demonstrated ability to exceed quarterly quota targets.   - Valid passport and the ability to travel (- 30%), including internationally.   - Must be impeccably honest and ethical. There is a bias towards executives who are smart, passionate, energetic, and results focused.   - Must have a valid international driving license.   EDUCATION :   A UG degree, preferably in engg. or computer applications. A master's degree will surely be value-adding.

Delhi NCR

Lead - Global Channel & Partner Sales - Enterprise Software Product  

Lead - Global Channel & Partner Sales - Enterprise Software Product   ,Job Description for Lead - Global Channel & Partner Sales - Enterprise Software Product   in Prodentify Professional Services in  Delhi NCR for (10-15) years of experience. Apply Now!

Job Description for Lead - Global Channel & Partner Sales - Enterprise Software Product   in Prodentify Professional Services in  Delhi NCR for (10-15) years of experience. Apply Now!