Vice President, Channel Sales

The Elevator Pitch 

Are you skilled in leading an international channel business that drives top-line growth? Do you enjoy creating and developing Channel Strategy and Programs?  Are you detail-oriented with the ability to turn strategy into action and drive tangible business outcomes?   Do you have experience building a partner program for software and hardware and leading an international channel team in a growing, public company? Are you able to recruit new partners, build strong relationships with partners, train and certify and hold them accountable for business development, order delivery, service and support?    

As our VP of Channel Sales, you will lead our International & US Channel strategy and execution, to ensuring Evolv achieves its business and operational goals. You will define and implement metrics and key performance indicators (KPIs) that measure partner performance and drive daily execution by the channel team.  You will identify, recruit and onboard new partners from outside of the traditional physical security ecosystem to drive revenue growth.  You will ensure we develop and implement a strong business cadence with all of our channel partners, and will also ensure that we develop and execute co-marketing and co-selling strategies with key partners.  You will ensure that new partners we on-board are aligned to help us scale the business, are committed and to supporting Evolv’s mission and brand, and are capable of performing installation, service, support, and all other customer facing activities consistent with Evolv’s standards and expectations. You will partner internally with direct sales, enablement and revenue operations, product, service and support, customer experience, and the finance teams to drive scale and ensure success.  

 
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing? 

In the first 30 days, you will: 

• Develop a deep understanding of Evolv’s mission, understand our product, services, and values 

• Build relationships within the Channel team and commit to a consistent weekly cadence for connecting with direct reports 

• Understand the Channel and broader Go To Market organizations and sales motions  

• Plan at least 3 field visits to ensure understanding of the sales process, from demand generation through go-live 

• Build relationships with key partners across Evolv 

• Build relationships with existing channel partners of Evolv 

Within 3 months, you will: 

• Refine our existing channel strategy with respect to partners, business development, enablement, and pricing  

• Define the right mix of channel partners, evaluating market opportunities, based on our channel revenue targets 

• Establish credibility within the Channel Team and broader Revenue Organization 

• Identify gaps to improve current processes and programs 

• Streamline our processes with standards for the team, to ensure consistent communication and alignment with our Go-To-Market Strategy 

• Provide the necessary tools, training, resources and support to enable channel partners to effectively sell our product 

• Track and analyze Channel partner performance including revenue, market share, and profitability 

• Outline recommendations to ensure revenue goals are met 

• Share defined best practices for quarterly business reviews (QBR) with our partners 

By the end of the first year, you will: 

• Enable Channel program inclusive of vetting new partners and offboarding partners, established effective KPI's for successful partners and Channel Executives, and defined specific responsibilities for the enablement and activation roles 

• Build out consistent channel support including the necessary tools, training, and resources to effectively sell our product and ensure partner satisfaction 

• Create best practices for QBR's with our partners 

• Clearly define roles and responsibilities across the channel team 

• Create a success criterion to track the performance of the Channel team, including but not limited to employee engagement, team productivity, and individual performance 

• Assess the overall return on investment of the channel program 

• Present market analysis identifying opportunities and recommendations to optimize channel performance 

 
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? 

Leadership 

• Lead from the front and gain credibility with an inherited team 

• In