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, Redlands , Senior Director/Director of Partner Channels, Executive , San Diego, California