Summary
The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs)& National Service Providers (NSP’s) business.
Job description
JOB PURPOSE:
This role will develop, execute, measure, & report the US channel strategic plan and will be responsible for delivering the annual financial results. Additionally this individual will lead a seasoned channel sales organization, develop, enhance, & implement channel programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel partners 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 channel programs, developing sales plays for both new and existing channel partners.
- Own the channel business 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 channel partners, successful partner onboarding, growing existing channel partners, and upsell existing channel partners.
- Create a channel sales engagement model that provides upsell/cross-sell consulting to existing channel partners.
- Utilize a data lead approach to identify & acquire new channel partners
- Create a channel onboarding model that enables successful partner production within the first 90 days.
- Define, implement, and measure partner KPI’s monthly and incorporate into corporate CRM.
- Design the strategic channel 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 talent 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/ partners) business reviews.
KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:
- Minimum of 8-10 years of channel VAR sales and/or marketing experience in a senior role, preferably with a major enterprise software provider or emerging software vendor during a period of rapid growth, managing a specific channel sales, marketing or alliance book of business
- College Degree or equivalent work experience
PERFORMANCE MEASURES:
- Meet or exceed annual channel business plan requirements
- Meet or Exceed Monthly Sales Quota
- Performance to each defined partner 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
- Partner engagement scores
- Employee direct engagement scores
Benefits
Health & well-being
- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- Bi-Weekly Mediation Series
- On-site Gym and shower facilities
Family
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
Office
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
Other
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
San Diego
Additional locations
Time type
Full time
Top Skills
What We Do
For more than 30 years we have been here helping to watch over and protect progress. Over a billion users worldwide rely upon ESET’s solutions to stay secure from increasingly sophisticated digital threats. ESET´s award-winning IT security software and services provide protection in over 200 countries and territories worldwide, with its software localized into more than 30 languages.
Meanwhile, the world continues to move forward at pace. When ESET was founded, the Internet was in its infancy. Now technology is part of everything we do and is central to the continued advancements in our society. Most of the time technology does just what it is supposed to, but in order to ensure continued progress in the digital age we need someone to question what’s going on in the background.
And that’s why we are here – to continue protecting technology from threats, enabling everyone to fully embrace it’s potential and rely on it.
Put simply - when technology enables progress, ESET is here to protect it.
ESET - Progress. Protected.
Visit www.eset.com to learn more
