Director, Partner & Channel Sales, North America

denodosl•Chicago, ND

4d•$190,000 - $205,000

About The Position

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self-service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. Denodo is a fast-growing, international organization with teams across four continents and works with cutting-edge technology. At Denodo, teams are supported in their professional growth. Denodo is looking for an entrepreneurial, well-organized, and highly-motivated individual to manage channel, reseller, and systems integrator/consulting partners to drive Denodo’s revenue growth. As part of the extended partner ecosystem team, this role will also collaborate with Technology & Cloud partners for solutions and selling via cloud marketplaces. The partner manager must own and deliver consistent results across 5 objectives: Partner Network development, Sourced revenue, Influenced revenue, Pipeline generation, and Joint Partner Solutions for growth and differentiation. The partner manager leads the effort in close coordination with the RVP, Sales and VP, Partner Channel Sales to achieve high growth and profitability through a partner-inclusive strategy. They will be supported by an extended team of marketing, SDRs and direct sales executives to accelerate opportunities through partners. The Partner Channel Sales Manager will be responsible for developing a joint business plan and delivering on key objectives set for the partnership – which include soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They will be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results. Denodo is making a significant investment in this area. The company is seeking a proven and ambitious partner channel sales manager who can deliver strategic outcomes while also executing with intensity for impacting immediate business results. The ideal candidate must have proven experience working at a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A talented rising star with outstanding results across a highly matrixed environment will also be considered. Strong product and/or sales background prior to partner role in data management, enterprise middleware or related markets will be valuable.

Requirements

BS/BA or higher degree
10+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company.
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 and consulting ecosystem. Past relationships and network is a plus.
Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders.
Be entrepreneurial and take the initiative to lead. Collaborative and team-oriented approach, positive attitude, with the ability to work cross-functionally and influence without direct authority and help others succeed in their roles.
Willingness to travel around 25%.

Nice To Haves

Past relationships and network is a plus.
Strong product and/or sales background prior to partner role in data management, enterprise middleware or related markets will be valuable.

Responsibilities

Proactively recruits new qualifying partners
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, create presentations for resellers. 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.
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.
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: Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale; Indirect-only territories: Sells through partner organizations to end users in coordination with partner sales resources; VARs: Enable partner organizations to handle unassisted sales to end users
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
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.
Assist the overall business development team in developing good PRM systems, efficie