Senior Director/Director of Partner Channels

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

Benefits

Health & well-being

• 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
• Bi-Weekly Mediation Series 
• On-site 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
• ESET's Charitable Contributions Program
• Referral Program

Primar