Partner & Channel Sales Director

Job Description

Denodo is looking for a creative, focused, well-organized, and highly-motivated individual to drive their GSI Partner and Channel Sales.

This individual will win, maintain, and expand relationships with channel, reseller, and systems integrator / consulting partners and is responsible for achieving sales, profitability, and partner recruitment objectives.

The role carries an Indirect / Influenced Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to accelerate opportunities through partners.

Operating at a strategic level, the candidate will help create new programs and incentives to grow partner ecosystem for sales and services that meet the needs of both partners and customers, so this position is not routine.

Responsibilities

• Proactively recruits new qualifying partners.
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis.
• Develop training materials, create presentations for resellers.
• Coordinate with other company teams to deliver adequate partner training for business and technical skills.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
• Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers.
• Provide regular governance, reporting, and management of indirect and joint / co-selling activities.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Monitors performance of partners and coaches them to higher levels of success.
• Assist the overall business development team in developing good PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.

Qualifications

• BS / BA or higher degree.
• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company.
• Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, revenue.
• Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus.
• Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.
• Professional sales training would be an advantage but not essential.
• Willingness to travel around 25-50%.
• Be a team worker with a positive attitude.

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law.

Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law.

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