Director, Channel Management - Security Enterprise Solutions

Description

Skills, Experience, Qualifications, If you have the right match for this opportunity, then make sure to apply today.

Leidos SES is a leading global provider of comprehensive security and detection solutions for airports, ports, borders, and other critical infrastructure.

We deliver fast, frictionless, and fully integrated solutions that secure the movement of people and commerce around the world.

KEY RESPONSIBILITIES

This role works hand in hand with the vertical sales leaders and is directly responsible for the administration and execution of the channel strategy.

The mission of the Director, Channel Management is to actively seek out, introduce, and cultivate strategic partnerships and alliances with leading companies that will add to Leidos' steadily growing customer base and increasing revenue stream.

Responsibilities include :

• Improving customer acquisition.
• Planning and implementing customer presentations.
• Overseeing account profiles.
• Monitoring competitor activity.
• Managing communications with resellers.
• Creating plans for growing market share.
• Communicating channel activities and providing systems to assist in the selling process.

Top-level objectives will include :

• Assessing the current Channel Partners and classifying them according to the current channel program tier.
• Identifying and engaging new partnerships to fill gaps and enhance Leidos' position in the respective markets.

Develop our partner ecosystem to :

• Scale faster.
• Support additional use cases.
• Drive partner-sourced / influenced deals.
• Reach new audiences via co-marketing / selling.
• Drive consistency & predictability.
• Develop, educate, and support systems & processes.

Drive the following attributes of the Partner Program :

• Enablement.
• Compliance.
• Relationship Management.
• Pipeline and deal management.
• Forecasting.
• Partner Events.
• Co-Marketing.

Manage population :

• Assess gaps in geographic or vertical market coverage.
• Identify and engage new partnerships to fill gaps and enhance Leidos' position in the respective markets.

Develop and gain internal approval of partners, engagements, and pricing strategies. Support the field sales organization in key opportunities.

Develop a plan to enhance these partnerships by truly understanding the sweet spot of each partner and then developing relationships accordingly.

Develop core tools to assure that partners have the needed information to effectively conduct business in their defined markets.

Provide monthly reporting of estimates, pipeline, and other KPIs.

The Director, Channel Management will champion attractive alliances and partnership targets, and the cultivation of existing partnerships utilizing the Channel Partner Program framework.

This role will manage and drive the complete strategic alliance & partnerships for global partnerships, ISVs (Independent Software Vendors), and Channel partners.

EXPERIENCE REQUIRED :

• The Director, Channel Management will be a seasoned executive with tremendous drive, intelligence, and capability.
• Highly motivated with the ability and desire to have a real impact across the organization.
• A multi-dimensional thinker who operates based on important past experiences and in light of new approaches and developments in the market.
• Multiple language capabilities, in addition to English, are desirable.
• Bachelor's degree or equivalent in a related field and 15+ years of prior relevant experience, or a Master's degree with 13+ years of prior relevant experience.

Additional qualifications include :

• Strong software industry experience with understanding of market segments, preferably in AVSEC and Ports & Borders.
• A strong desire to grow the business and interest in people on a personal and professional level.
• Proven negotiation skills and strong leadership skills.
• A passion for excellence, energetic self-starter, and desire to have a significant impact on the business.
• Superb writing and presentation skills, including the ability to communicate complex financial information and concepts to C-level executives.
• Creative leadership and an entrepreneurial spirit are critical success factors.

Original Posting Date : 2024-07-30

While subject to change based on business needs, Leidos reasonably anticipates that this job requisition will remain open for at least 3 days with an anticipated close date of no earlier than 3 days after the original posting date.

Pay Range : $144,300.00 - $260,850.00

The Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.

J-18808-Ljbffr