Software Channel Sales Director - EMEA

Overview

As the EMEA Channel Sales Director, you will lead the evolution of One Identity’s partner ecosystem during a pivotal era of Identity Security. Reporting directly to the VP of EMEA Sales, you are responsible for the strategic vision and operational execution of our indirect GTM strategy across the One Identity portfolio: Identity Governance (IGA), Access Management (AM), Privileged Access (PAM), and AD Management.

 

Your mission is to transition our EMEA partner base into a high-growth, Annual Contract Value (ACV) engine, ensuring One Identity remains the partner of choice for Security Integrators, GSIs, Resellers and Distributors.

 

As a channel director, you will be in the lead defining and implementing One Identity´s channel strategy to drive revenue growth through our partners and alliances across EMEA. He/she will be responsible for cultivating and maintaining strong relationships with key decision makers within the partner organizations to secure new business and increase partner competency to provide scale to One Identity’s market reach.

The ideal candidate will have deep knowledge of how to manage & motivate an international team of channel managers and support them in transitioning to new business and an ACV growth model through our partner eco-system.

 

You will demonstrate the ability to see the “big picture” and think strategically as well as analytically about business, products, and technical developments and challenges. Supported by the ability to build and convey compelling value propositions and work cross-organizationally to build consensus.

This individual will have a deep understanding of what is required to properly define and implement a successful partner strategy and work with all relevant stakeholders to develop a plan to ensure the success of resellers, GSI´s and distribution partners, initiate its enablement and sustain it.

 

You will have a proven strong sales capacity which is required to drive a diverse channel network.

Responsibilities

• Reporting to the VP EMEA Sales
• Leadership: Develop and lead a growing team of industry professionals in EMEA
• Drive daily accountability for channel account managers on objectives and other metrics in the development process of the partners
• Mentorship: Coach, mentor, develop, and measure a team of channel account managers in multiple countries in EMEA.
• Work with every region and business unit across the company to build repeatable playbooks / initiatives to enable partners to sell into customers effectively
• Influence: Work through the local country managers in a collaborative way to drive the channel strategy.
• SaaS Transition Leadership: Lead the shift from legacy fulfilment models to high-value ACV and subscription growth models through the partner ecosystem.
• Executive Alliances: Cultivate "C-Suite" relationships within the EMEA partner community to secure long-term mindshare and strategic investment in One Identity.
• Accountability: Achieve overall sales objectives including: new revenue growth, incremental revenue growth through cross-sell and lead conversion rate
• Create and analyze partner performance, pipeline, and other key metrics to enable business decisions and identify trends.
• Growth mindset: Ability to build an incremental pipeline through the channel network
• Lead channel team and partner eco-system to develop partner sourced pipeline and revenue growth, increasing ration of sources vs fulfilled.
• Analyze, review and formulate partner engagement plans; evaluate new partners, markets and own business requirements against the plan to achieve results
• Identify and coordinate the development of new resources and capabilities across internal teams to achieve partner goals working closely with Global Channel Director.
• Executive relationships: Cultivate executive relationships with partners, optimize their performance and identify additional business opportunities to expand revenues

Qualifications

• 15 + years of experience with industry leading companies in a channel management role, with previous experience of managing a team of top performing channel professionals
• 10+ years of experience in an equivalent role
• Proven successful track record in channel management in the Identity- and Access Management market in EMEA
• Proven aptitude to work in a virtual team environment and ability to build consensus
• Analytical and strategic thinker, creative problem solver, resourceful, able to initiate change and motivate innovation and creati