Partner & Channel Sales Director

Palo Alto, CA, United States

Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company

Professional sales training would be an advantage but not essential

Willingness to travel around 25-50%

Be a team worker with a positive attitude

Responsibilities 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 objectives

The role carries an Indirect / Influenced Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to 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

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

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

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, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program

Qualifications Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company

Professional sales training would be an advantage but not essential

Willingness to travel around 25-50%

Be a team worker with a positive attitude

Responsibilities 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 objectives

The role carries an Indirect / Influenced Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to 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

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

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

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, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program

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. For

more information, visit www.denodo.com.

We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

Denodo is looking for a creative, focused, well-organized, and highly-motivated individual to drive their GSI Partner and Channel Sales. 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 objectives.

The role carries an Indirect / Influenced Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to 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.

• 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.

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.

• 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

General Partner Management

• 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, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.

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 is a plus.

• Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.

• Professional sales training would be an advantage but not essential.

• Willingness to travel around 25-50%.

• Be a team worker with a positive attitude.

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law. Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law.

We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee Company information

Denodo is the leader in data management – providing unmatched performance, unified access to the broadest range of enterprise, big data, cloud and unstructured sources, and the most agile data services provisioning and governance – at less than half the cost of traditional data integration. Denodo’s customers have gained significant business agility and ROI by creating a unified virtual data layer that serves strategic enterprise-wide information needs for agile BI, big data analytics, web and cloud integration, single-view applications, and SOA data services across every major industry.Denodo Platform offers the broadest access to structured and unstructured data residing in enterprise, big data, and cloud sources, in both batch and real-time, exceeding the performance needs of data-intensive organizations for both analytical and operational use cases, delivered in a much shorter timeframe than traditional data integration tools.The Denodo Platform drives agility, faster time to market, increased customer engagement from single view of customer and operational efficiencies from real-time business intelligence and self-serviceability.Founded in 1999, Denodo is privately held, with headquarters in Palo Alto and 25 offices in 20 countries across NA, EMEA and APAC.For more information visit www.denodo.com, follow Denodo via twitter: @denodo or contact us to request an evaluation copy at [email protected].

Insurance, Financial Services, Cloud Computing, Computer Software, Telecommunications, Information Technology and Services, Digital Transformation, Data Integration, Data Governance, Data Management

Company Specialties:

enterprise data services, enterprise data integration, data virtualization, web integration, web automation, unstructured data, virtual database, real-time data, cloud integration, big data integration, Data Warehouse, Agile BI, Logical Data Warehouse, data governance, self-service BI, data analytics, machine learning, artificial intelligence, Data Integration, Data Fabric, Data Governance, data mesh, and data management

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