The Channel Sales Director’s primary role is the implementation and execution of Partner sales strategies and initiatives across an area.

Primary Responsibilities:

The person performing this role will be the area leader for all seven Partner Initiatives in 2012.

Program Development and Execution

• Responsible for understanding & implementing  Partner sales strategies
• Accountable for the successful deployment to the field of Partner projects
• In-area Incentive Deployment for Partners in consultation with the Theatre Partner Team
• Working with appropriate cross functional associates, recommend programs to support sales strategies; e.g. marketing programs, etc…
• Lead Partner operational plans for sales and marketing campaigns
• Implement a governance approach for managing quarterly business reviews of Partners. This approach should be consistent with the Theatre approach and across both sectors and this work will require close collaboration with the Theatre team
• Work with Area Leader to ensure market coverage according to area GTM strategy with appropriate partner model
• Ensure partners meet the necessary certifications consistently to drive healthy customer satisfaction
• Ensures high levels of partner satisfaction measured by the annual survey

Organizational Effectiveness

• Primary interface to theatre team to ensure implementation of all Partner programs as they apply across the area
• Primary interface to theatre team to provide feedback, new requirements and challenges to current Partner programs, processes or procedures
• Lead the Area Partner Team (directly) and Major Alliance Team (indirectly)
• Maintain Partner program for area; inclusive of program integrity, partner criteria, partner coverage, partner recruitment, partner activation and partner termination
• Manage exceptions in consultation with the Theatre Team
• Review and maintain Partner margins to ensure adequate allowance for investment
• Review PAM headcount and other investments to ensure adequate coverage of the Company business requirements
• Develop guidance for  Partner sales operations and plans for sales and marketing campaigns including quarterly business review guidelines
• Review any Non-Standard Pricing deal where partner minimum margin is not met
• Gather, coordinate and facilitate prioritization of sales requirements that originate from partner requests
• Build and maintain in-depth knowledge of partner sales processes and support initiatives
• Implement  process metrics to monitor and continuously improve partner sales productivity
• Create and maintain strong relationships with but not limited to Sales, Marketing, Customer Service and any other adjacent teams
• Development and maintenance of the relationships with partner advisory council members of the Company Partner Advisory Council in APAC
• Review and ensure committed partners are executing against signed off business plan

Skill Set Required:

• University qualification preferred
• 15+ years of Enterprise Partner Experience; experience with implementation and management of Partner programs
• Has a presence; good speaking capability; speaks with confidence and credibility; communicates effectively
• Proven leader; can motivate and influence others; raise the bar
• Team player; can work cross functionally
• Conceptual thinker with good problem solving abilities; can understand complex issues
• Not afraid to get into the details; get “hands dirty”
• Flexible
• Operates with the utmost integrity
• Large company experience
• Can work in a fast paced, dynamic environment

What it is:

• Leads and implements Partner strategy
• Drive consistent implementation across all PAMs
• Consolidate and provide feedback from Area’s partners
• Evangelize and drive partner teaming standard; partner sales development with the sales Teams
• Ensuring alignment to overall area strategy and business plan
• It is the Area partner sales leader
• It is the face of the Area partners
• It is the Area PR spokesperson for partner related matters