Channel Director Enterprise Software, East Coast

 

Our client is a global leader in software testing Saas. They are urgently looking for a Channel Sales to manage the entire channel sales lead process in the Americas incl North, Central and South.  You will be responsible for identifying, building & nurturing long term Channel partner relationships that deliver accelerated growth across all indirect revenue streams. 

RESPONSIBILITIES

  • Act as primary and overall manager of all the activities with the partner & their customer.
  • Identify the most appropriate partners to be working with in the territory in adherence with the partner program qualification criteria
  • Discover and map all the relevant partner’s customer Enterprise Application systems and decision makers.
  • Marshall the appropriate resource to ensure partner enablement 
  • Profile the channel partner’s customer’s IT strategies for maintenance, functional releases, and testing.
  • Keep the partner up to date with all Panaya’s products and functionality.
  • Make sure that the partner is receiving the appropriate support and that the partner’s customer is adopting solutions maximizing usage of all the modules.
  • Drive the partner & the partner’s customer to adopt Pthe platform as a standard part of the IT process to ensure continued usage and renewal and making sure that budget is planned for future renewal.
  • Create and maintain multiple relationships with the partner & partner’s customers with key users, opinion makers, and decision makers to ensure a solid coalition.
  • Drive the partner & partner’s customers to agree to be a reference and to create a case study.
  • Ultimately the role will be measured on partner bookings (discreet & coverage), pipeline growth & leads generated. 

Skills & Qualifications:

  • Learn the value proposition to the level where you are comfortable to deliver a first level demo of the platform.
  • Work within the sales process using SFDC as the single point of record.
  • Experience of closing $500k+ transactions is a must.
  • At least five years of experience in channel & direct sales to medium to large enterprise customers, with proven, successful track record of generating revenue and closing business.
  • Proven experience in working through partners, strategic integrators
  • Experience in selling enterprise software – A must.
  • Ability to organize and prioritize assigned tasks and experience of multiple-opportunity management
  • Ability to communicate and interact with senior executives / “C” level
  • Positive and energetic attitude with ambitious, upbeat, highly creative, self-motivated personality

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