Senior Director of Channel

The Elevator Pitch

Are you skilled in expanding channel business within an organization? Do you enjoy creating and developing Channel Strategy and Programs?

As our Senior Director of Channel you will lead the creation and refinement of our Channel Strategy and Programs, in order to help Evolv reach its goals of enhancing our Channel business. You will define success metrics and key performance indicators (KPIs) that will indicate the success of the implementation and execution in the field. You will also make recommendations and necessary adjustments, to ensure we achieve our goals.

Success in the Role: What are 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 Sales Team Structure and deployment (Sales Pod)
• Plan at least 3 field visits to ensure understanding of the sales process, from demand generation through go-live
  

Within 3 months, you will:

• 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 progress toward revenue goals is met
• Share defined best practices for quarterly business reviews (QBR) with our partners

By the end of the first year, you will:

• Have fully enabled Channel program inclusive of vetting new partners and offboarding partners, established effective KPI's for successful partners and CAM’s (Channel Account Manager), and defined specific responsibilities for the enablement and activation roles
• Have built out consistent channel support including the necessary tools, training, and resources to effectively sell our product and ensure partner satisfaction
• Have created 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 CAM 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:

• Be prepared in leading from the front and gaining credibility with an inherited team
• In the first 30 days, visit at least 3 sites
• In the first 60 days, create your vision and mission for the Channel Team
• In the first 90 days, share your leadership philosophy with your team to manage their expectations and your commitment to them as a team

Team Engagement:

• Be fully engaged with the Channel team both as a leader and as a teammate
• In the first 30 days, establish 1:1's with each direct report on a weekly basis
• In the first 90 days, establish QBR's with your direct reports
• Be on the road 50% of the time with your team

Innovation:

• Be innovative in expanding and revising our current channel program
• Uncover gaps and find ways to fill the needs and revise the organization as needed
• In the first 90 days, be able to present a complete strategy for the Channel Program for the next 3 years

Implementation:

• Not only refine the strategy, but lead the implementation and sustained execution as well
• In the first 90 days, build out channel standards and processes
• In the first 120 days, show success factors for the implementation being successful

Accountability and Measurement:

• Create success metrics and KPI's that will indicate the success of the implementation and execution in the field including partner revenue contribution, market share, and growth rates
• In the first 90 days, build out a partner and a Channel Accoun