Denodo
Job Description
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 must own and deliver consistent results across five 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 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 be responsible for developing joint business plans and delivering on key objectives set for the partnerships – including soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They will be technically and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results. Denodo is investing significantly in this area. We are seeking 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 must have proven experience at a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A talented rising star with outstanding results in a highly matrixed environment will also be considered. Strong product and/or sales background prior to a partner role in data management, enterprise middleware or related markets is valuable. Salary range : $175,000 USD to $195,000 USD + commission, depending on experience, qualifications and location. 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 Develops training materials and creates presentations for resellers. Coordinates with other company teams to deliver adequate partner training for business and technical skills Leads solution development efforts that address end-user needs, while coordinating the involvement of all necessary company and partner personnel Sales Planning and Execution Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and milestones for a productive partner relationship Coordinates involvement of company personnel (direct sales, marketing, support, services, management) to meet partner performance objectives Meets targets for profitable sales volume and strategic objectives in assigned territory and partner accounts Territory models may include direct territories, indirect-only territories, or VARs Builds a strong partner pipeline through co-marketing programs and account/field mapping Provides regular governance, reporting, and management of indirect and joint/co-selling activities General Partner Management Manages potential channel conflict by fostering clear communication and adherence to channel rules 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 overall business development with good PRM systems, partner workflows, and performance reporting Desired Skills & Experience BS/BA or higher 10+ years in a similar role with a strong focus on indirect sales and channel development for software Proven track record of achieving partner recruitment, enablement, opportunity generation, and revenue metrics Excellent knowledge of reseller, systems integrator, and consulting ecosystems; existing relationships are a plus Excellent communication, negotiation, and interpersonal skills Entrepreneurial, collaborative, and able to influence cross-functionally Willingness to travel around 25% Seniority level
Mid-Senior level Employment type
Full-time Job function
Sales and Business Development Industries: Software Development
#J-18808-Ljbffr
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 must own and deliver consistent results across five 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 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 be responsible for developing joint business plans and delivering on key objectives set for the partnerships – including soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They will be technically and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results. Denodo is investing significantly in this area. We are seeking 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 must have proven experience at a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A talented rising star with outstanding results in a highly matrixed environment will also be considered. Strong product and/or sales background prior to a partner role in data management, enterprise middleware or related markets is valuable. Salary range : $175,000 USD to $195,000 USD + commission, depending on experience, qualifications and location. 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 Develops training materials and creates presentations for resellers. Coordinates with other company teams to deliver adequate partner training for business and technical skills Leads solution development efforts that address end-user needs, while coordinating the involvement of all necessary company and partner personnel Sales Planning and Execution Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and milestones for a productive partner relationship Coordinates involvement of company personnel (direct sales, marketing, support, services, management) to meet partner performance objectives Meets targets for profitable sales volume and strategic objectives in assigned territory and partner accounts Territory models may include direct territories, indirect-only territories, or VARs Builds a strong partner pipeline through co-marketing programs and account/field mapping Provides regular governance, reporting, and management of indirect and joint/co-selling activities General Partner Management Manages potential channel conflict by fostering clear communication and adherence to channel rules 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 overall business development with good PRM systems, partner workflows, and performance reporting Desired Skills & Experience BS/BA or higher 10+ years in a similar role with a strong focus on indirect sales and channel development for software Proven track record of achieving partner recruitment, enablement, opportunity generation, and revenue metrics Excellent knowledge of reseller, systems integrator, and consulting ecosystems; existing relationships are a plus Excellent communication, negotiation, and interpersonal skills Entrepreneurial, collaborative, and able to influence cross-functionally Willingness to travel around 25% Seniority level
Mid-Senior level Employment type
Full-time Job function
Sales and Business Development Industries: Software Development
#J-18808-Ljbffr