Partner and Channel Sales Director, Resellers, VARs, Distributors

Job Description

Denodo is looking for a creative, focused, well-organized, and highly motivated individual to manage and drive Denodo revenue together with SIs, GSI and Hyperscalers. This individual will win, maintain, and expand relationships with channel, reseller, and systems integrator / consulting partners and is responsible for achieving sales, profitability, and partner recruitment and partner development objectives.

The role carries a Channel Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues to develop and 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, so this position is not routine.

Job Responsibilities & Duties

Recruitment, Enablement, Development

• 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.
• Leverage and adjust 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.

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.
• Works closely with partners in the early stages of opportunities to qualify deal registrations and help partners with positioning and differentiation.
• Coordinates the involvement of company personnel, including direct sales, marketing, customer success, services, and management colleagues, 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, the Partner and Channel Sales Director may achieve revenue goals working in several sales models:

1. Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sale.
2. Indirect-only territories: Sells through partner organizations to end users in coordination with partner sales colleagues.
3. VARs: Enable partner organizations to handle unassisted sales to end users.

• Build a strong partner pipeline through co-marketing programs, account mapping of company and partner sellers.
• Provide regular governance, reporting, and management of indirect and joint/co-selling activities.

General Partner Management

• Works with the local sales team to make sure that the partner strategy is in synch with the overall company GTM strategy and targets.
• Manages potential channel conflict 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.

Desired Skills & Experience

• BS/BA or higher degree.
• 5+ 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 are 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 mandatory.
• Willingness to travel around 25-50%.
• Be a team worker with a positive attitude.
• Nice to have experience in leveraging Employee Advocacy and social media to network with industry peers, share thought leadership content and enhance brand visibility to support sales engagement and relationship building.