Denodo
Partner Channel Sales Manager - North America
Denodo, Palo Alto, California, United States, 94306
Overview
Partner Channel Sales Manager - North America
at Denodo. 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. The role collaborates with Technology & Cloud partners for solutions and selling via cloud marketplaces as part of the extended partner ecosystem team. The Partner Manager/Director will own and deliver results across 5 objectives: Partner Network development, Sourced revenue, Influenced revenue, Pipeline generation, and Joint Partner Solutions for growth and differentiation. This role 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 and will be supported by an extended team of marketing, SDRs, SAs and direct sales executives to accelerate opportunities through partners. The Partner Channel Sales Manager/Director will develop joint business plans and deliver on key objectives for partnerships, including soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They should be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results. Denodo is investing significantly in this area and seeks a proven and ambitious Partner Channel Sales Manager/Director who can deliver strategic outcomes while also executing with intensity for immediate business impact. The ideal candidate should have proven experience in a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A rising star with outstanding results in a highly matrixed environment will be considered. A strong product and/or sales background prior to a partner role in data management, enterprise middleware or related markets is valuable. Salary range for this position is between $160,000 USD and $180,000 USD, depending on experience and qualifications. Responsibilities
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 Develops training materials and creates presentations for resellers; coordinates with other teams to deliver partner training for business and technical skills Leads solution development efforts addressing end-user needs, coordinating necessary company and partner personnel Sales Planning and Execution
Leads a joint partner planning process with mutual objectives, targets, and milestones Coordinates involvement of company personnel (sales, marketing, support, services, management) to meet partner objectives Meets targets for profitable sales volume and strategic objectives in the assigned territory and partner accounts Sales models may include Direct territories, Indirect-only territories, and VARs Builds a strong partner pipeline through co-marketing and account/field mapping Provides governance, reporting, and management of indirect and joint/co-selling activities General Partner Management
Manages potential channel conflict by fostering communication and adherence to channel rules of engagement Ensures partner compliance with partner agreements Drives adoption of company programs among assigned partners Monitors partner performance and coaches them to higher levels of success Supports PRM systems, partner workflows, performance reporting, and partner marketing/support activities Qualifications
BS/BA or higher degree 10+ years in a similar role with a focus on indirect sales and channel development for a software company Track record of results-oriented sales and partner management achieving partner recruiting, enablement, opportunity generation, and revenue metrics Excellent knowledge of reseller, systems integrator, and consulting ecosystems; past relationships are a plus Excellent communication, negotiation, and interpersonal skills; ability to build relationships with partners and internal stakeholders Entrepreneurial mindset, initiative, collaboration, and ability to influence without direct authority Willingness to travel around 25% Open to any Denodo NA office location
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Partner Channel Sales Manager - North America
at Denodo. 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. The role collaborates with Technology & Cloud partners for solutions and selling via cloud marketplaces as part of the extended partner ecosystem team. The Partner Manager/Director will own and deliver results across 5 objectives: Partner Network development, Sourced revenue, Influenced revenue, Pipeline generation, and Joint Partner Solutions for growth and differentiation. This role 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 and will be supported by an extended team of marketing, SDRs, SAs and direct sales executives to accelerate opportunities through partners. The Partner Channel Sales Manager/Director will develop joint business plans and deliver on key objectives for partnerships, including soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They should be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results. Denodo is investing significantly in this area and seeks a proven and ambitious Partner Channel Sales Manager/Director who can deliver strategic outcomes while also executing with intensity for immediate business impact. The ideal candidate should have proven experience in a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A rising star with outstanding results in a highly matrixed environment will be considered. A strong product and/or sales background prior to a partner role in data management, enterprise middleware or related markets is valuable. Salary range for this position is between $160,000 USD and $180,000 USD, depending on experience and qualifications. Responsibilities
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 Develops training materials and creates presentations for resellers; coordinates with other teams to deliver partner training for business and technical skills Leads solution development efforts addressing end-user needs, coordinating necessary company and partner personnel Sales Planning and Execution
Leads a joint partner planning process with mutual objectives, targets, and milestones Coordinates involvement of company personnel (sales, marketing, support, services, management) to meet partner objectives Meets targets for profitable sales volume and strategic objectives in the assigned territory and partner accounts Sales models may include Direct territories, Indirect-only territories, and VARs Builds a strong partner pipeline through co-marketing and account/field mapping Provides governance, reporting, and management of indirect and joint/co-selling activities General Partner Management
Manages potential channel conflict by fostering communication and adherence to channel rules of engagement Ensures partner compliance with partner agreements Drives adoption of company programs among assigned partners Monitors partner performance and coaches them to higher levels of success Supports PRM systems, partner workflows, performance reporting, and partner marketing/support activities Qualifications
BS/BA or higher degree 10+ years in a similar role with a focus on indirect sales and channel development for a software company Track record of results-oriented sales and partner management achieving partner recruiting, enablement, opportunity generation, and revenue metrics Excellent knowledge of reseller, systems integrator, and consulting ecosystems; past relationships are a plus Excellent communication, negotiation, and interpersonal skills; ability to build relationships with partners and internal stakeholders Entrepreneurial mindset, initiative, collaboration, and ability to influence without direct authority Willingness to travel around 25% Open to any Denodo NA office location
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