Senior Director/Director of Partner Channels
Company: ESET LLC
Location: San Diego
Posted on: October 19, 2024
Job Description:
Senior Director/Director of Partner Channels
- Work time: Full time
- Contract type: Regular Senior Director/Director of Partner
Channels
- Job location: San Diego
- Work time: Full time
- Contract type: Regular Job posting title Senior
Director/Director of Partner Channels Job summary 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 need to
grow the business.Responsibilities
- Strategic planning including competitive planning,
identification of key market segments, designing new channel
programs, developing sales plays for both new and existing channel
partners.
- Own the channel business financial performance including
revenue, profit, and OPEX and be accountable for results and
investments needed to grow the business.
- 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 upsell
existing channel partners.
- Create a channel sales engagement model that provides
upsell/cross-sell consulting to existing channel partners.
- Utilize a data lead approach to identify & acquire new channel
partners
- Create a channel onboarding model that enables successful
partner production within the first 90 days.
- Define, implement, and measure partner KPI's monthly and
incorporate into corporate CRM.
- Design the strategic channel marketing offerings and work
collaboratively with the marketing organization to implement,
manage, and report ROI.
- Prepare internal business reviews and financial analyses of
strategic business plan, highlighting KPI performance, areas of
focus, business issues, areas to improve, and key wins.
- Create a high performance sales culture through servant
leadership and effective coaching and mentoring
- Develop, recruit and retain talent high performance talent with
creative leadership, coaching, & mentoring
- Work with Learning & Development to Implement effective product
& services training along with developing situational sales
playbooks
- Motivate sales organization through creating a fun and exciting
work environment
- Conduct regular KPI & performance meetings along with hosting
quarterly internal and external (w/ partners) business reviews. KEY
TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS: -
- 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
- College Degree or equivalent work experiencePERFORMANCE
MEASURES:
- Meet or exceed annual channel business plan requirements
- Meet or Exceed Monthly Sales Quota
- 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
- Partner engagement scores
- Employee direct engagement scores Job requisition JR-04739
Senior Director/Director of Partner Channels (Open) Primary
location San Diego Additional locations Time type Full time Apply
Now
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Keywords: ESET LLC, Rancho Santa Margarita , Senior Director/Director of Partner Channels, Executive , San Diego, California
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