Channel Sales Strategist

7 days ago


Palo Alto, California, United States Denodo Full time
Job Summary

This role focuses on driving GSI Partner and Channel Sales, with a strategic approach to achieving sales, profitability, and partner recruitment objectives.

About the Role
  • Responsible for winning, maintaining, and expanding relationships with channel, reseller, and systems integrator / consulting partners.
  • Operating at a strategic level, creates new programs and incentives to grow partner ecosystem for sales and services that meet the needs of both partners and customers.

Working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to accelerate opportunities through partners.

Main Responsibilities
  1. Proactively recruits new qualifying partners, establishing productive relationships with key personnel in assigned partner accounts.
  2. Assesses, clarifies, and validates partner needs, gaps, and requirements on an ongoing basis.
  3. Develops training materials and presentations for resellers, coordinating with other company teams to deliver adequate partner training for business and technical skills.
  4. Liaises with company personnel to meet partner performance objectives and partners' expectations.
  5. Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
  6. Maintains a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers.
Requirements
  • Bachelor's degree or higher.
  • 5+ years of experience in indirect sales and channel development for a software company.
  • Track record of results-oriented sales and partner management, including metrics for partner recruiting, enablement, opportunity generation, and revenue.
  • Excellent knowledge of the workings of reseller, systems integrator, and consulting ecosystem.
  • Strong verbal and written communication skills to interact with technical and business counterparts.


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