Vice President of Channel Sales

Overview

We are seeking a Vice President of Channel Sales to join our growing team!

Responsibilities & Qualifications

Position Summary

The Vice President of Channel Sales is responsible for leading and managing a team of channels salespeople that will be responsible for winning, onboarding, maintaining, driving revenue and expanding relations with our channel partners. The VP Channel Sales will be responsible for developing and maintaining the overall channel sales strategy and implementing the necessary tactics to grow sales revenue from the partners. The VP of Channel Sales represents the entire portfolio of Momentive products and services to achieve partner recruitment, partner development, co-development and partner sales objectives. 

Manages a business unit, division, or corporate function with major organizational impact. Establishes overall direction and strategic initiatives for the given major function or line of business. Has acquired the business acumen and leadership experience to become a top function or division head.

 

A Day in the Life

• Develop Channel Sales Strategy for Momentive that includes all types of partners to meet the assigned targets for revenues through and with channel partners 
• Research, identify, qualify and screen potential partners that align with the target partner profile for Momentive strategy. Producing and delivering proposals, assisting channel partners with RFPs, and negotiating service agreements to close sales. 
• Deliver regular status reports of billing and sales updates to senior management by identifying and reporting upon Key Performance Indicators (KPIs) to achieve optimal results with the channel sales organization. 
• Delivering presentations to channel clients and prospects with ease and address the  prospective client’s needs 
• Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition 
• Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets 
• Drive onboarding and activating new partners; focus on ensuring the partners’ team members are enabled, equipped and motivated to sell, market, deploy and support the offering within established timeframe 
• Work in collaboration with Sales Leaders to develop partner relationships with market and influencers. 
• Drive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities 

 

We are looking for someone who brings

• Team Leadership 

  • Lead and mentor a team of Channel Sales professionals, fostering a collaborative and high-performance culture. 
  • Provide ongoing guidance, support, and coaching to help team members develop their skills and achieve their full potential. 
  • Conduct regular performance evaluations and establish clear goals and objectives to drive individual and team success. 
  • Foster a culture of accountability, collaboration, and continuous learning within the sales, success and GTM organization. 

   

• Success Metrics: 

  • Measure Channel and Partner Revenue to drive partner success 
  • Develop and maintain new partner pipeline coverage to quota/target by partner, vertical or line of business 
  • Measure Channel Partner activity supporting quota/target (Revenue, number of opportunities, meetings, partners signed etc.…) 
  • Meeting and partner metrics via dashboards, QBR’s and joint selling initiatives 
  • Measure average cost of recruiting and activating new partners 

   

• MINIMUM KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:  

  • College Degree in related field. 
  • 10+ years of experience in sales Channel, technical sales, or related field in a SaaS or technology environment.   Preference given to candidates with LMS, AMS, Events, Donor and CRM solution experience in Non-Profit, Associations or Educational Markets 
  • Strong leadership and people management skills, with the ability to manage and mentor a team of sales engineers. 
  • Excellent communication and interpersonal skills, with the ability to collaborate with cross-functional teams and external partners. 
  • Experience with software sales processes, including lead generation, qualification, and closing.
  • Must have strong negotiation and analytical skills.
  • Experience with CRM systems, such as Salesforce with excellent analytical and problem-solving skills. 
  • Experience working in a fast-paced, dynamic environment. 

 

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