Partner & Channel Sales Director,Resellers, VARs, Distributors

Denodo•New York, NY

14d

About The Position

Denodo is seeking a creative, focused, well-organized, and highly motivated individual to lead partner and channel sales. The role is responsible for winning, maintaining, and expanding relationships with resellers, system integrators, consulting partners, and technology partners, while achieving indirect sales targets, partner-readiness objectives, and partner-recruitment goals. It carries a partner sales quota and works closely with Partner Marketing on joint demand generation and with Direct Sales colleagues to develop and accelerate partner-led opportunities. The Director defines the partner strategy for the territory and builds comprehensive partner coverage in the market. The position recruits and develops partners, supports partner training and solution development, and leads joint planning and sales execution. It coordinates company resources to meet partner objectives, supports customer engagements, builds partner pipelines through co-marketing and account mapping, and manages reporting and governance for indirect and co-selling activity. It also oversees partner compliance, program adoption, performance, and satisfaction, and contributes to improving global partner processes and the partner program. The role is accountable for indirect and partner-sourced sales quota, partner-driven activity and opportunity metrics, partner account plans, partner satisfaction, training objectives, and growth in the number of Denodo-certified consultants at partner firms. Travel of approximately 25–50% is expected.

Requirements

Bachelor’s or master’s degree in Business Administration.
Fluency in English.
At least 5 years of demonstrated experience in a similar role, focused on indirect sales and channel development for a software product company.
Track record of achieving targets for partner recruitment, enablement, opportunity generation, and revenue.
Excellent knowledge and experience of reseller, systems integrator, and consulting ecosystems.
Excellent verbal and written communication skills, with the ability to interact with technical and business counterparts inside and outside the company.
Willingness to travel approximately 25–50%.
Team player with a positive attitude.

Nice To Haves

Fluency in languages other than English.
Existing relationships and network within reseller, systems integrator, and consulting ecosystems.
Experience with data or application integration; knowledge or experience in Big Data and/or Analytics.
Experience leveraging employee advocacy and social media to network with industry peers, share thought leadership content, increase brand visibility, and support sales engagement and relationship building.

Responsibilities

Proactively recruit new qualified partners.
Establish productive, professional relationships with key personnel in assigned partner accounts.
Assess, clarify, and validate partner needs, gaps, and requirements for success.
Coordinate with company teams to provide partners with business and technical training.
Help partners develop solutions for or with Denodo to address client needs and expand market penetration.
Lead joint partner planning to establish mutual performance objectives, financial targets, and milestones.
Coordinate direct sales, marketing, support, services, and management resources to meet partner objectives and expectations.
Meet assigned profitable sales-volume targets and strategic objectives across the territory and partner accounts.
Assist partners in customer engagements to position, promote, and sell Denodo.
Build partner pipeline through co-marketing programs and account mapping with company and partner teams.
Provide governance, reporting, and management of indirect and joint/co-selling activities.
Manage potential channel conflicts through communication and adherence to channel rules of engagement.
Ensure partners comply with partner agreements.
Drive adoption of company programs among assigned partners.
Monitor partner performance and coach partners to improve results.
Help the global Partner Channel and Sales unit develop efficient partner processes and workflows, performance reporting, partner marketing, and support activities.
Achieve assigned indirect and partner-sourced sales quota and intermediate partner-driven activity, meeting, and opportunity metrics.
Develop and execute partner account plans that meet company standards.
Maintain partner satisfaction ratings that meet company standards.
Complete required training and development objectives within assigned time frames.
Achieve goals for increasing Denodo-certified consultants in partner firms.