Channel Sales Manager

insightsoftware•Raleigh, NC

2d•Remote

About The Position

insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com. Partner Sales Planning and Execution Excels at recruitment, onboarding, and activating partners into productive mode quickly. Constantly assessing and prioritizing the needs of the region, by insuring the right partners are pursued and committed to mutual success. Familiarity with Microsoft Power BI partners preferred. Ability to leverage past relationships to drive new partner agreements. 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 cross department 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. Assists partners in their customer engagements to help position, promote and sell insightsoftware solutions. Builds a strong partner pipeline through tailored vertically focused initiatives, co-marketing programs, account mapping of company and partner. General Partner Management Manages potential channel conflict with other partners or 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 sales quota (Indirect / Partner Sourced Sales) in the territory. Achieves intermediate metrics for partner-driven sales activity, client meetings, and opportunities. Develops and executes partner account plans that meet company standards. Maintains high partner satisfaction ratings that meet company standards. Completes required training and development objectives within the assigned time frame. Organizational Alignment Reports to the DVP NA Channel Sales This is a remote opportunity 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 customer management as appropriate.

Requirements

7+ years of experience in a similar role with a strong focus on indirect sales and channel development for a software product company.
Track record of achieving targets with partner recruitment, enablement, pipeline generation and bookings revenue.
Experience of the workings of reseller, systems integrator and consulting ecosystem.
Excellent verbal and written communication skills and able to interact with technical and business counterparts both within and outside the company.
Hungry to learn and coachable.
Critical thinker with innate interpersonal skills.
Team player with positive attitude.
FIRE IN THE BELLY.
Entrepreneurial and self driven.
Wants to WIN.

Nice To Haves

Familiarity with Microsoft Power BI partners preferred.
Past relationships and network is a plus.

Responsibilities

Recruit, onboard, and activate partners into productive mode quickly.
Assess and prioritize the needs of the region, ensuring the right partners are pursued and committed to mutual success.
Leverage past relationships to drive new partner agreements.
Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
Coordinate company cross-department personnel (direct sales, marketing, support, services, management) to meet partner performance objectives and expectations.
Meet assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
Assist partners in customer engagements to position, promote, and sell insightsoftware solutions.
Build a strong partner pipeline through tailored vertically focused initiatives, co-marketing programs, and account mapping.
Manage potential channel conflict by fostering excellent 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.
Achieve assigned sales quota (Indirect / Partner Sourced Sales) in the territory.
Achieve intermediate metrics for partner-driven sales activity, client meetings, and opportunities.
Develop and execute partner account plans that meet company standards.
Maintain high partner satisfaction ratings.
Complete required training and development objectives.