Senior DirectorDirector of Partner Channels
Senior DirectorDirector of Partner Channels
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Salary Not Disclosed
1 Vacancy
Job Description
Summary
The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs)& National Service Providers (NSPs) business.Job description
JOB PURPOSE:
This role will develop execute measure & report the US channel strategic plan and will be responsible for delivering the annual financial results. Additionally this individual will lead a seasoned channel sales organization develop enhance & implement channel programs & offerings collaborate with global headquarters on strategic & product planning develop and foster relationships with both existing and new US channel partners to enable profitable revenue growth define and measure key performance indicators & report out on financial performance and future planning/investments need to grow the business.
Responsibilities
- Strategic planning including competitive planning identification of key market segments designing new channel programs developing sales plays for both new and existing channel partners.
- Own the channel business financial performance including revenue profit and OPEX and be accountable for results and investments needed to grow the business.
- Develop and implement a sales go to market plan that optimizes headcount to focus on acquiring new channel partners successful partner onboarding growing existing channel partners and upsell existing channel partners.
- Create a channel sales engagement model that provides upsell/crosssell consulting to existing channel partners.
- Utilize a data lead approach to identify & acquire new channel partners
- Create a channel onboarding model that enables successful partner production within the first 90 days.
- Define implement and measure partner KPIs monthly and incorporate into corporate CRM.
- Design the strategic channel marketing offerings and work collaboratively with the marketing organization to implement manage and report ROI.
- Prepare internal business reviews and financial analyses of strategic business plan highlighting KPI performance areas of focus business issues areas to improve and key wins.
- Create a high performance sales culture through servant leadership and effective coaching and mentoring
- Develop recruit and retain talent high performance talent with creative leadership coaching & mentoring
- Work with Learning & Development to Implement effective product & services training along with developing situational sales playbooks
- Motivate sales organization through creating a fun and exciting work environment
- Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w/ partners) business reviews.
KEY TECHNICAL SKILLS KNOWLEDGE and QUALIFICATIONS:
- Minimum of 810 years of channel VAR sales and/or marketing experience in a senior role preferably with a major enterprise software provider or emerging software vendor during a period of rapid growth managing a specific channel sales marketing or alliance book of business
- College Degree or equivalent work experience
PERFORMANCE MEASURES:
- Meet or exceed annual channel business plan requirements
- Meet or Exceed Monthly Sales Quota
- Performance to each defined partner KPI. For example
- SMB & MidMarket New Billings
- SMB & MidMarket New Partner/Customer Acquisition
- SMB & MidMarket Renewal/Success Rate Trending
- Billing per Partner Trending
- Upsell & Cross Sell Ratio Trending
- New Product Adoption Rates
- Partner engagement scores
- Employee direct engagement scores
Benefits
Health & wellbeing
- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- BiWeekly Mediation Series
- Onsite Gym and shower facilities
Family
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
Office
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
Other
- Benefit Hub Discounts on travel cars electronics etc
- 401(k) retirement savings
- ESETs Charitable Contributions Program
- Referral Program
Primary location
San DiegoAdditional locations
Time type
Full timeRequired Experience:
Exec
Employment Type
Full-Time
