Director Strategic Alliances
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Overview
- Reports to VP of North American Channel Sales
- Quota carrying channel sales leader with 8-10 direct reports
- Recruit new resellers and various partners in region as needed
- Develop and execute business plans with all Strategic sales partners in USA andCanada. Publish and share progress against plans with sales management quarterlyduring QBR’s
- Oversee development of partner sales, net new customer acquisition, partner enablement, and engagement plans and processes to achieve specific businessobjectives
- Interact and manage Americas Partner Account Managers to ensure they effectively manage assigned relationships
- Develop specific quarterly sales incentive programs by product line tied to incremental revenue and net new customer logos
- Report monthly and quarterly; on all Lead development of co/joint sales/marketing programs, events, and partner collateral
- Educate internal and partner sales teams on how to effectively communicate the partner offering, the value delivered by region and revenue goals by quarter
- Design partner incentive plans to align representative partners with the goals of the (PAM’s)and other alliance partner business managers
- Develop metrics for tracking, and reporting, the new client/revenue performance for the partner relationships
- Serve as the “Face of Americas partners” with all partners and engage with partner frequently to manage/grow the collective base of customers/revenue
- Engage as needed with internal PS function to ensure the needs of customers sourced through partner are met and build a specific plan for each S/I through a formal partner PS RSA channel program
- Measure, monitor and effectively report on partner activity to business leaders, highlighting key activity and results monthly/quarterly as needed
Qualifications
- Diverse background managing sales teams small and large with hands on experience in fast paced problem solving
- Experience with Security, Networking, Enterprise SW Management Solutions is highly desirable
- B.S. degree minimum, advanced degree (MBA or equivalent) preferred
- Experience recruiting, developing and managing both 1- and 2-tier channels
- 10-20 years of experience in sales, channel/alliances, marketing, partner management and/or management of distribution relationships, with clear records of success and progression of responsibility
- Ability to cultivate business relationships through networking
- Demonstrated ability to work well under pressure, thrive in a fast-paced environment and manage multiple projects simultaneously
- Ability to achieve sales objectives and influence others and leverage for success
- Proven ability to effectively coordinate and work across functional teams – both internally and at distribution partners, both in-person and virtually
- Proven ability to prioritize and develop strategic plans successfully
- Strong sales management and partner operational skills
- Travel is critical (40%+ of time) along with strong business analytical skills
- Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting
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