Director of Partner Channels (VAR) – REMOTE
The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs) business. This role will develop, execute, measure, & report the US VAR strategic plan and will be responsible for delivering the annual financial results. Additionally, this individual will lead a seasoned VAR sales & marketing organization, develop, enhance, & implement VAR programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel VAR’s & VAR distributors to enable profitable revenue growth, define and measure key performance indicators, & report out on financial performance and future planning/investments need to grow the business.
RESPONSIBILITIES:
- Strategic planning including competitive planning, identification of key market segments, designing new VAR programs, developing sales plays for both new and existing VAR partners.
- Own the VAR business unit financial performance including revenue, profit, and OPEX and be accountable for results and investments needed to grow the business.
- Develop and implement a sales go to market plan that optimizes headcount to focus on acquiring new VAR partners, successful VAR onboarding, growing existing VAR partners, and upsell existing VAR partners.
- Create a VAR sales engagement model that provides upsell/cross-sell consulting to existing VAR partners.
- Utilize a data led approach to identify & acquire new VAR partners
- Create a VAR onboarding model that enables successful VAR production within the first 90 days.
- Define, implement, and measure VAR KPI’s monthly and incorporate into corporate CRM.
- Design the strategic VAR marketing offerings and work collaboratively with the marketing organization to implement, manage, and report ROI.
- Prepare internal business reviews and financial analyses of strategic business plan, highlighting KPI performance, areas of focus, business issues, areas to improve, and key wins.
- Create a high-performance sales culture through servant leadership and effective coaching and mentoring.
- Develop, recruit and retain high performance talent with creative leadership, coaching, & mentoring.
- Work with Learning & Development to implement effective product & services training along with developing situational sales playbooks.
- Motivate sales organization through creating a fun and exciting work environment.
- Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w/ VAR) business reviews.
KEY QUALIFICATIONS:
- Minimum of 8-10 years of channel VAR sales experience in a senior role within a major enterprise software provider or emerging software vendor during a period of rapid growth or transformation, managing a specific channel sales, marketing or alliance book of business
- Experience in security is a plus
- Strong business acumen and proven planning skills and executive presence
- Proven ability to manage a remote sales team while upholding a high degree of accountability and ownership
- College Degree or equivalent work experience
PERFORMANCE MEASURES:
- Meet or exceed annual VAR business plan requirements
- Meet or Exceed Monthly Sales Quota
- Performance to each defined VAR KPI. For example:
- SMB & Mid-Market New Billings
- SMB & Mid-Market New Partner/Customer Acquisition
- SMB & Mid-Market Renewal/Success Rate Trending
- Billing per Partner Trending
- Upsell & Cross Sell Ratio Trending
- New Product Adoption Rates
- VAR direct engagement scores
- Associate direct engagement scores