Partner Channel Sales Director
- Denodo
- 11 - 17 years
- Mumbai
- 25 days ago
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Job Description
Denodo is looking for a creative, focused, well-organized,highly-motivated and results driven individual to drive their India Channel SalesThis 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, Responsibilities
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 partnersexpectations, 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, Qualifications
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,
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Zonal Sales Manager (B2C)Employement Type: Full timeContact Details:
Company: DenodoLocation(s): Mumbai+ View Contact
Keyskills: channel development system integration data management written communication channel sales vp sales
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