Director of Partner Distribution

CallTower, Inc.•Town of Gates, NY

About The Position

The Global Director of Partner Distribution’s mission is to strategically sell and market to the Managed Service Providers, VARs and other sales companies to drive increased CallTower awareness, adoption, and sales conversion through joint selling efforts. The Director must be in close coordination with the CallTower’s Marketing, Product, and Channel Teams to collaborate on programs, products and events that will build upon CallTower’s’ brand awareness and sales pipeline to drive growth through the, MSP, VAR and Indirect Sales Community. The Director must achieve the assigned revenue quota and is responsible for expanding the Resale sales productivity via training, mentoring, and onboarding new reseller and rebiller partners. Key components for the Director include qualifying opportunities with the recruiting sellers, specialists, and aligning with key executives, sales pipeline development, developing prospect solution sets, joint sales calls, and presentations, providing accurate sales forecasts, and performing margin management.

Requirements

Bachelor’s degree in business or technology or additional 6 years of sales experience.
7+ years of previous experience managing Business Partners and a strong working knowledge of Channel Development and Enablement.
5+ years managing a performing sales team with proven sales productivity.
Proven ability to deliver revenue against an agreed plan.
Ability to articulate business requirements in technical terms.
Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
Proven sales track record in a new product/new market environment.
Ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment.
Experience with a specific sales methodology, sales funnel management.
Strong working knowledge of Channel Development and Sales Enablement.
Strong interpersonal, communication and presentation skills.
Strong financial acumen and ability to adhere to profitability and margin goals/policies.
Strong Microsoft skills including Excel, Word, and PowerPoint.
Experience with CRM (Customer Relationship Mgt) tools; Salesforce.com preferred.
Candidate must demonstrate exemplary communications skills.

Responsibilities

Achieving assigned revenue quota ($20,000 monthly after 90-day ramp-up).
Developing and driving business plans that include both strategic & tactical planning.
Build out CallTower’s rebiller/reseller channel through direct efforts and supporting of channel sales team.
Drive adoption of CallTower’s rebiller/reseller platform
Work with internal sales, product, and training teams to ensure we are making continuous improvements to rebiller/reseller platform offering.
Collaborating to transform their business vision to successfully pursue & win customer and partner facing opportunities via CallTower.
Responsibilities include qualifying opportunities with MSPs and other strategic relationships to recruit sellers, specialists, aligning with key executives, joint sales calls, collaborating on sales pipeline development and developing prospect solution sets.
Provide accurate sales forecasts and perform margin management.
Identifying specific geographic areas where MSPs, and other strategic relationships (Reseller/Rebillers) recruitment is required.
Identifying “high performing” as well as “under-performing” regions and taking the necessary actions to address these evaluations.
Assist with annual Marketing Plans.
Develop enduring relationships with MSPs, and other strategic relationship based on trust, professionalism, and responsive support in line with CallTower’s standards of business conduct.
Act as sales point of contact for Rebillers/Resellers, and other strategic relationships into CallTower and coordinate the ability to utilize all CallTower resources available to make their selling efforts successful.
Some after hours and work may be required.
Additional duties as assigned by management.