Department: Partner Channel Sales
Location: Palo Alto
Job Description
Denodo is looking for a creative, well-organized, highly-motivated and results-oriented individual to lead and drive the Partner, Channels, and Alliances strategy in North America. Reporting to the EVP, this individual will own and execute partner-inclusive strategy for NA in coordination with 4-5 Regional VPs in NA, and our Marketing and Customer Success teams. In addition to leading several partner managers for key channel, reseller, and systems integrator / consulting partners, this individual will also own a few strategic partners and initiatives that integrate solutions and GTM with cloud/technology alliances.
This is not a routine position but requires someone with proven track-record in partner management with transformational leadership. This individual will leverage the already well-developed partner program, enablement, and operational processes, but bring strategic leadership to collaborate with sales and customer success to elevate the role of partners in NA to world-class levels in terms of sourced/influenced revenue but also AI and cloud-ready solutions and post-sales service effectiveness.
The leader will demonstrate through clear plans and reports to ELT and stakeholders their progress and results for key KPIs such as: Strength and Depth of Partner network, Partner-Sourced ACV/pipeline, Partner-Influenced ACV/pipeline, Partner-resell via Cloud Marketplaces, Elevating the Denodo Brand/Solution by advisory partners, and Joint/tri-party Solutions and GTM initiatives.
Those without a proven track record of managing teams to drive partner success through similar KPIs in a high-growth software or SaaS company need not apply.
Job Responsibilities & Duties
Accomplish the following duties directly or indirectly managing a team. Recruitment, Enablement, Development
- Identifies the right partner mix and proactively recruits new qualifying partners.
- Establishes productive, professional relationships with key personnel in assigned partner accounts.
- Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis.
- Deliver updated and continuous enablement to partners across the sales cycle. Coordinate with other company teams to develop adequate partner training for business and technical skills.
- Leads solution development efforts (including Cloud tri-party solutions) that best address end-user needs, while coordinating all company and partner personnel.
Sales Planning and Execution
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Coordinates the involvement of direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.
- Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers; and co-sell programs with hyperscalers.
- Meets assigned targets for profitable sales volume (sourced and influenced) and strategic objectives in assigned territory and partner accounts.
- Depending on the territory, may achieve revenue goals working in several sales models: Direct/Partner-led cosell; Indirect/Distribution; VAR/Solutions.
General Partner Management
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement.
- Ensures partner compliance with partner agreements.
- Drives adoption of company programs among assigned partners.
- Monitors the performance of partners and coaches them to higher levels of success.
- Assist the overall partner programs and operations team in enhancing PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing, and support activities to enhance the partner program.
Desired Skills & Experience
- BS/BA or higher degree.
- 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company. Previous experience in direct sales, consulting or products.
- Track record of results-oriented sales and partner management that sets and achieves aforementioned KPIs.
- Strong networks and experience with reseller, systems integrator and consulting ecosystem at senior management levels.
- Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.
- Willingness to travel around 25-50%.
- Be entrepreneurial and take the initiative to lead. Also be a team worker with a positive attitude to help your team and others succeed in their roles.
- Strong analytical and problem-solving abilities.
- Willingness to travel around 25%.
- Be a team worker with a positive attitude.
- The salary range is $210,000 plus commission.