Senior Director/Director Of Partner Channels

Job posting title

Senior Director/Director of Partner Channels

Job summary

The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs)& National Service Providers (NSP's) 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/cross-sell 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 KPI's 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 8-10 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 & Mid-Market New Billings

• SMB & Mid-Market New Partner/Customer Acquisition

• SMB & Mid-Market Renewal/Success Rate Trending

• Billing per Partner Trending

• Upsell & Cross Sell Ratio Trending

• New Product Adoption Rates

• Partner engagement scores

• Employee direct engagement scores

Job requisition

JR-04739 Senior Director/Director of Partner Channels (Open)

Primary location

San Diego

Additional locations

Time type

Full time