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Role Description

We are seeking a dynamic and results-driven Channel Director to join our team. The Channel Director will be responsible for managing and expanding relationships with both existing and new partners. This role requires a strategic thinker with excellent communication skills who can drive partner engagement, growth, and success. The ideal candidate will have a strong background in software sales and account management, with a passion for building long-term, mutually beneficial partnerships.

Responsibilities

• Partner Relationship Management:
  • Develop and maintain strong, long-lasting relationships with existing partners.
  • Identify and recruit new partners to expand our network and drive revenue growth.
  • Act as the primary point of contact for partners, addressing their needs and concerns promptly.
• Strategic Planning:
  • Collaborate with partners to develop joint business plans and strategies that align with company goals.
  • Monitor and analyze partner performance, providing feedback and recommendations for improvement.
  • Identify opportunities for co-marketing and co-selling initiatives to maximize partner contributions.
• Training and Support:
  • Provide training and support to partners to ensure they are well-equipped to promote and sell our software products.
  • Conduct regular partner reviews to assess performance, identify gaps, and implement corrective actions.
• Sales and Revenue Generation:
  • Drive partner sales performance to achieve revenue targets and business objectives.
  • Work closely with the sales team to develop and execute partner-specific sales strategies.
  • Ensure partners have the necessary resources and tools to succeed in selling our solutions.
• Reporting and Analysis:
  • Maintain accurate records of partner activities, sales performance, and forecasts.
  • Prepare and present regular reports on partner performance and market trends to senior management.
  • Utilize data and analytics to identify growth opportunities and optimize partner programs.

Qualifications

• Demonstrated success in managing and growing partner relationships, with a track record of achieving sales targets.
• Strong understanding of software sales cycles, channel management, and partner ecosystems.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work collaboratively with cross-functional teams and influence stakeholders at all levels.
• Analytical mindset with the ability to leverage data to drive decision-making and performance improvement.
• 10+ years of sales leadership experience, with a strong business acumen. Tech/SaaS experience is required; experience in Public Sector/Public Safety is not required but would be a plus.
• Successful track record leading Sales at a SaaS Company through rapid growth and expansion.
• Autonomy within the position, focused on outcomes rather than micromanagement.
• Ability to successfully approach different segments of the market with varying tactics to grow revenues and increase market share.
• Proven skills to create and enforce highly efficient and effective sales processes. Experience of MEDDPICC would be beneficial.
• Data-driven in everything you do.
• Successfully sold to enterprise-level clients, with experience of closing multi-$M deals.
• Happy to travel and do what it takes to grow.
• Open to feedback, team player, accountable, trustworthy, and respectful.