Head of Partner Sales - Palo Alto, CA, United States - Denodo

Description

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 -%
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
Establishes productive, professional relationships with key personnel in assigned partner accounts
Develop training materials, create presentations for resellers
Coordinate with other company teams to deliver adequate partner training for business and technical skills
Partner Sales Planning and Execution
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
Depending on the territory may achieve revenue goals working in several sales models :
Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale
Sells through partner organizations to end users in coordination with partner sales resources

VARs :
Enable partner organizations to handle unassisted sales to end users
Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
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
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
Professional sales training would be an advantage but not essential
Willingness to travel around -%
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
Establishes productive, professional relationships with key personnel in assigned partner accounts
Develop training materials, create presentations for resellers
Coordinate with other company teams to deliver adequate partner training for business and technical skills
Partner Sales Planning and Execution
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
Depending on the territory may achieve revenue goals working in several sales models :
Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale
Sells through partner organizations to end users in coordination with partner sales resources

VARs :
Enable partner organizations to handle unassisted sales to end users
Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
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
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

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.

Establishes productive, professional relationships with key personnel in assigned partner accounts.

• Develop training materials, create presentations for resellers. Coordinate with other company teams to deliver adequate partner training for business and technical skills
• Partner Sales Planning and Execution
• 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.
• Depending on the territory may achieve revenue goals working in several sales models :
• Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale
• Sells through partner organizations to end users in coordination with partner sales resources.

VARs :
Enable partner organizations to handle unassisted sales to end users

• Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
• 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.
• 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.

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.
• Past relationships and network is a plus.
• Professional sales training would be an advantage but not essential.
• Willingness to travel around -%.
• Denodo is the leader in data management – providing unmatched performance, unified access to the broadest range of enterprise, big data, cloud and unstructured sources, and the most agile data services provisioning and governance – at less than half the cost of traditional data integration. Denodo's customers have gained significant business agility and ROI by creating a unified virtual data layer that serves strategic enterprise-wide information needs for agile BI, big data analytics, web and cloud integration, single-view applications, and SOA data services across every major industry.

Denodo Platform offers the broadest access to structured and unstructured data residing in enterprise, big data, and cloud sources, in both batch and real-time, exceeding the performance needs of data-intensive organizations for both analytical and operational use cases, delivered in a much shorter timeframe than traditional data integration tools.

The Denodo Platform drives agility, faster time to market, increased customer engagement from single view of customer and operational efficiencies from real-time business intelligence and self-serviceability.

Founded in 1999, Denodo is privately held, with headquarters in Palo Alto and 25 offices in 20 countries across NA, EMEA and APAC.

For more information visit follow Denodo via twitter:
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enterprise data services, enterprise data integration, data virtualization, web integration, web automation, unstructured data, virtual database, real-time data, cloud integration, big data integration, Data Warehouse, Agile BI, Logical Data Warehouse, data governance, self-service BI, data analytics, machine learning, artificial intelligence, Data Integration, Data Fabric, Data Governance, data mesh, and data management
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