Partner and Channel Sales Director, Resellers, VARs, Distributors

Denodo is looking for a creative, focused, well-organized, and highly-motivated individual to drive GSI Partner and Channel Sales. This role is responsible for winning, maintaining, and expanding relationships with channel, reseller, and systems integrator/consulting partners and 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 to accelerate opportunities through partners. Operating at a strategic level, the candidate will help create new programs and incentives to grow the partner ecosystem for sales and services that meet the needs of both partners and customers.

Key note: this position is not routine and emphasizes strategic program development and ecosystem growth.

• Recruitment, enablement, and development of partners
• Proactively recruits new qualifying partners and 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 and create presentations for resellers; coordinate with other company teams to deliver adequate partner training for business and technical skills
• Lead solution development efforts that best address end-user needs, coordinating the involvement of all necessary company and partner personnel
  • Partner Sales Planning and Execution
  • Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones for productive partner relationships
  • Coordinate company personnel (direct sales, marketing, support, services, and management) to meet partner performance objectives and expectations
  • Meet targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
  • Revenue model execution depending on territory (direct, indirect-only, or VAR-focused)
    • Direct territories: generate opportunities through partners and connect with Denodo direct sales teams to close the sale
    • Indirect-only territories: sell through partner organizations to end users in coordination with partner resources
    • VARs: enable partner organizations to handle unassisted sales to end users
    • Build a strong partner pipeline through co-marketing programs and partner-seller alignment
    • Provide regular governance, reporting, and management of indirect and joint/co-selling activities
      • General Partner Management
      • Manage channel conflicts by fostering excellent internal and external communication and adhering to channel rules of engagement
      • Ensure partner compliance with partner agreements
      • Drive adoption of company programs among assigned partners
      • Monitor partner performance and coach them to higher levels of success
      • Support the development of PRM systems, partner workflows, performance reporting, and partner marketing/support activities
      Desired Skills & Experience
      • BS/BA or higher degree
      • 5+ years in a similar indirect sales and channel development role for a software company
      • Track record of achieving metrics for partner recruiting, enablement, opportunity generation, and revenue
      • Strong knowledge of reseller, systems integrator, and consulting ecosystems; past relationships are a plus
      • Excellent verbal and written communication skills for technical and business audiences
      • Professional sales training is a plus
      • Willingness to travel 25-50%
      • Team player with a positive attitude
      • Nice to have experience leveraging Employee Advocacy and Social Media for branding and sales engagement
      Seniority level
      • Director
      Employment type
      • Contract
      Job function
      • Sales and Business Development
      • Industries: Software Development
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