Partner and Channel Sales Director, Resellers, VARs, Distributors

Job Description

Denodo is looking for a creative, focused, well-organized, highly-motivated and results driven individual to drive their India Channel Sales. This individual will win, maintain, and expand relationships with channel, reseller, GSI, systems integrator / consulting partners and hyperscalers and is responsible for achieving sales, profitability, and partner recruitment objectives.

The role carries a Channel 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.

Job Responsibilities & Duties

Recruitment, Enablement, Development

• Proactively qualifies and recruits new partners including on-boarding.
• 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.
• 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.
• Is expert of the Denodo partner program to drive most beneficial partnership for Denodo and partner.
• 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.
• 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.

Accountabilities and Performance Measures

• Achieves assigned channel sales quota in the territory.
• Achieve intermediate metrics for partner-driven sales activity, client meetings, and opportunities.
• Meets assigned expectations for profitability. Completes partner account plans that meet company standards and monitors progress with QBRs.
• Maintains high partner satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.
• Achieve assigned goals for growing Denodo-certified consultants in partner firms.

Organizational Alignment

• Reports to the VP Business Development APAC.
• Enlists the support of territory direct sales, inside sales, marketing, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
• This position may have direct report staff assigned to support responsibilities within specific territories or programs.

Desired Skills & Experience

• BS/BA or higher degree.
• 5+ years of demonstrated experience in a similar role with a strong focus on channel sales and channel development for a software company.
• Experience in Data Management software is highly beneficial.
• 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, hyperscalers 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.
• Sales experience would be an advantage but not essential.
• Willingness to travel around 25-50%.
• Be a team worker with a positive attitude.