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Partner & Channel Sales Director - Palo Alto, CA, United States - Denodo

Denodo Palo Alto, CA, United States

1 month ago

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 25-50%
Be a team worker with a positive attitude

Responsibilities

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
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
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:
Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale
Indirect-only territories: 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
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

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

Responsibilities

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
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
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:
Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale
Indirect-only territories: 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
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

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo's large enterprise and mid-market customers across industries have received payback in less than 6 months. For more information, visit We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way 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. Job Responsibilities & Duties Recruitment, Enablement, Development

• 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. 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:

• Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale

• Indirect-only territories: 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

• Provide regular governance, reporting, and management of indirect and joint/co-selling activities General Partner Management

• 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. Desired Skills & Experience

• 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. We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee

Partner & Channel Sales Director - Palo Alto, CA, United States - Denodo

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