Director of Business Development and Channel Growth

4 hours ago


Buena Park, California, United States J Patrick & Associates Full time
Job Title: Director of Business Development and Channel Growth

Our client, a leading manufacturer of Audiovisual devices, is seeking an experienced Director of Business Development to grow its US-based Distribution & Reseller network.

Scope of Role:
  • Grow North American network of Channel resellers and distributors
  • Drive revenue growth through securing distribution via major DMRs
  • Responsible for P&L of North American BU
  • Work closely with NA GM and Global CEO on strategic initiatives and corporate development
Responsibilities:
  • Negotiate and execute distribution agreements with leading NA distributors (DMRs)
  • Work with channel partners and distributors to promote the firm's Audiovisual product lines
  • In collaboration with NA GM and Global CEO, create NA sales plans, including targets, tactics, schedules, metrics, KPIs and dashboards
  • Design, create and execute Demand Generation and Channel Marketing programs, content and distribution
  • Design, create and execute effective channel partner programs, including training and enablement
  • Work with stakeholders to improve supply chain management
  • Optimize CRM adoption, enablement and best practices
  • Work with Inside Sales team to maximize opportunities, partner and customer satisfaction
Requirements:
  • Candidates must be currently eligible to work for any employer in the US and currently resident in the US
  • Regular travel throughout the United States to meet with partners, distributors and customers required
  • Bachelors degree or equivalent experience
  • 8-10 years of experience working for a technology or device vendor in the audiovisual, AV/IT or ProAV technology market required
  • 6-8 years of experience in a revenue development role, preferably developing indirect revenue streams via distribution, e-commerce and/or VAR/SI channel partnerships
  • Candidates should have extensive experience with roles with revenue responsibility such as sales management, Channel Management, Channel Marketing or similar role in Indirect/channel/Distribution sales business models
  • Connect: Possess and cultivate an extensive personal network of contacts in (Pro)AV markets; VARs, VADs, DMRs and display manufacturers and other relevant (Pro)AV hardware vendors
  • Direct experience with some (not all) DMRs essential: CDW, Softchoice, SHI, Insight, MicroAge, Connection
  • Communicate: Ability to articulate a value proposition
  • Support: Assist and direct company and partner Technical support teams for business acquisition, including development of technology messaging/demos, and alignment of product strategy
  • Influence: Act as 'Voice of the Firm' by attending and participating at industry events through presentations, speaking engagements, panel engagements and other trade show activities

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