Senior Director/Director of Partner Channels

The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs) & National Service Providers (NSP’s) business.

Job Description

JOB PURPOSE:

This role will develop, execute, measure, & report the US channel strategic plan and will be responsible for delivering the annual financial results. Additionally, this individual will lead a seasoned channel sales organization, develop, enhance, & implement channel programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel partners to enable profitable revenue growth, define and measure key performance indicators, & report out on financial performance and future planning/investments needed to grow the business.

Responsibilities

1. Strategic planning including competitive planning, identification of key market segments, designing new channel programs, developing sales plays for both new and existing channel partners.
2. Own the channel business financial performance including revenue, profit, and OPEX and be accountable for results and investments needed to grow the business.
3. Develop and implement a sales go-to-market plan that optimizes headcount to focus on acquiring new channel partners, successful partner onboarding, growing existing channel partners, and upselling existing channel partners.
4. Create a channel sales engagement model that provides upsell/cross-sell consulting to existing channel partners.
5. Utilize a data-led approach to identify & acquire new channel partners.
6. Create a channel onboarding model that enables successful partner production within the first 90 days.
7. Define, implement, and measure partner KPIs monthly and incorporate into corporate CRM.
8. Design the strategic channel marketing offerings and work collaboratively with the marketing organization to implement, manage, and report ROI.
9. Prepare internal business reviews and financial analyses of the strategic business plan, highlighting KPI performance, areas of focus, business issues, areas to improve, and key wins.
10. Create a high-performance sales culture through servant leadership and effective coaching and mentoring.
11. Develop, recruit, and retain high-performance talent with creative leadership, coaching, & mentoring.
12. Work with Learning & Development to implement effective product & services training along with developing situational sales playbooks.
13. Motivate the sales organization through creating a fun and exciting work environment.
14. Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w/ partners) business reviews.

KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:

1. Minimum of 8-10 years of channel VAR sales and/or marketing experience in a senior role, preferably with a major enterprise software provider or emerging software vendor during a period of rapid growth, managing a specific channel sales, marketing, or alliance book of business.
2. College Degree or equivalent work experience.

PERFORMANCE MEASURES:

1. Meet or exceed annual channel business plan requirements.
2. Meet or exceed monthly sales quota.
3. Performance to each defined partner KPI, for example:

• SMB & Mid-Market New Billings
• SMB & Mid-Market New Partner/Customer Acquisition
• SMB & Mid-Market Renewal/Success Rate Trending
• Billing per Partner Trending
• Upsell & Cross-Sell Ratio Trending
• New Product Adoption Rates

Job Requisition: JR-04739 Senior Director/Director of Partner Channels (Open)

Primary Location: San Diego

Additional Locations:

Time Type: Full time