Director, Channel Program Development

Req ID: 120830 
Region: Americas 
Country: USA 
State/Province: New Hampshire 
City:  Remote Employee US 

Summary

The Channel Sales Development Manager plays a pivotal role in the development, implementation, and management of channel programs aimed at driving sales growth, exceeding revenue targets, and expanding market share. This position involves close collaboration with channel partners, including distributors and resellers, as well as internal cross-functional teams, to ensure alignment with company objectives and to cultivate mutually beneficial relationships.

Detailed Description

• Develop and oversee incentive programs for distributors across corporate and field levels, ensuring effectiveness in stimulating demand and fostering accountability.
• Collaborate closely with global marketing, applications marketing, and regional channel management teams to ensure seamless execution of channel campaigns.
• Engage directly with distributors to maximize mindshare and enhance the success of marketing campaigns.
• Manage the Channel Sales Planning Calendar, including the process of setting annual demand creation targets.
• Refine a methodology for partner rankings, utilizing scorecard results and other defined criteria.
• Oversee the management and continuous improvement of the distributor scorecard system.
• Serve as the primary contact for commercial inquiries from field channel management teams, acting as a key interface between regional sales and cross-functional internal teams.
• Support the Senior Director of Global Channel Sales (SDGCS) in the development and updating of policies and procedures related to channel management.
• Consolidate and analyze market information, collaborating with regional teams and SDGCS to provide regular updates on channel sales and market trends.
• Develop and implement partner marketing strategies and tactics aligned with the overall goals for both the partner program and direct company business.
• Lead and drive key programs and channel initiatives to support go-to-market efforts.
• Drive cross-functional initiatives and secure alignment with stakeholders on key programs, such as partner enablement and training path requirements, new product launches, and channel promotions.
• Develop and manage key foundational partner tools such as a partner portal and MDF/Rebate management tool.
• Develop program messaging, including value proposition for partners and internal teams, and create program materials and policies.
• Conduct business intelligence to enable the partner community properly and identify new growth opportunities.
• Track and report partner tier attainment goals, revenue, and marketing ROI.

Qualifications

• Previous Success in channel sales or business development roles, particularly in developing and managing channel programs, incentive schemes, and partner relationships.
• Excellent communication skills are essential for collaborating with global marketing teams, regional channel management teams, distributors, and internal stakeholders.
• Proficiency in analyzing market information, interpreting data, and drawing actionable insights to inform strategic decisions and refine methodologies for partner rankings.
• Ability to develop and implement partner marketing strategies aligned with overall company goals, as well as lead key programs and initiatives to support go-to-market efforts.
• Understanding of channel management principles, including partner enablement, training, and incentive programs, as well as familiarity with partner portals and MDF/Rebate management tools.
• Leadership skills to lead and motivate teams, as well as the ability to support the Senior Director of Global Channel Sales in policy development and updating procedures related to channel management.
• Demonstrated success in developing demand creation programs and managing distributor incentive programs.
• Proficiency in CRM software, data analysis tools, and Microsoft Office Suite

Physical Demands

• Duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Repetitive manual movements (e.g., data entry, using a computer mouse, etc.) are frequently required.
• Frequent overnight travel may be required

Typical Experience

• 12+ years of technology related Sales & Business Development experience
• Minimum of 7 years of experience in Channel Sales, Channel Program Development

Typical Education

• Bachelor's degree in Business, Marketing, or a related field; Master's degree preferred.