Director, Americas Distribution Partner Development
Texas, United States of America
Full Time
2 hours ago
$270,000 - $450,000 USD
No H1B
Key skills
GoSaaSLeadershipSales
About this role
Role Overview
Drive accretive partner-sourced Omnissa revenue from North America distributors.
Manage North America distributor executive relationships, and direct day-to-day operational execution.
Set and implement a joint strategy to recruit, develop and activate new and existing partners that can be leveraged globally.
Lead the distributor business to drive new and expansion revenue from Distribution-Owned Channel partners that results in partner-led sales expansion.
Build and execute the strategic distribution direction for North America and collaborate with geo peers to develop an operating motion for global implementation as required.
Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors.
Lead the VAD program development and transformation
and manage partners to ensure VAD program commitments are executed to meet established KPIs.
Collaborate with partner and sales leadership, finance, and operations teams to establish and implement VAD program changes as required.
Direct a quarterly business review process for distributors to track progress on the Omnissa distributor business transformation.
Refine and Implement Omnissa’s distribution rationalization methodology in North America and establish best practices / governance for distribution onboarding globally.
Direct a team that manages month
and quarter-end deal processing with distributors working closely with Omnissa operational teams.
Collaborate with Omnissa product, alliance and partner teams to drive/lead key initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners.
Drive Omnissa brand and product focus from Distributors to increase Omnissa revenue, mindshare and preference within distributor and partner organizations.
Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns that drive partner-initiated pipeline generation with distribution-managed partners.
Direct the creation of an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally.
Drive the strategy for and requirements for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services).
Create and manage distribution scorecarding and certification to manage the North America distribution business and collaborate with geo peers to implement globally.
Partner with key stakeholder teams to identify requirements for systems, process and operationalization of Distribution business.
Requirements
20+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies
Proven successful history of meeting and attaining partner-sourced revenue targets and by developing partner relationships that are managed by distribution partners
Successful track record of holding a discreet sales quota
and an ability to attain that target by teaching partners how to sell vendor solutions
Demonstrated history of acquiring and developing new partnerships
Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts to and through distributors
Hands-on experience defining and building a distribution channel including surfacing and resolving friction points, developing and delivering training to channel partners, and success working in matrix environments
Strong operational, process and analytical capabilities
Strong presenter and relationship builder, while holding partner accountable to sales results
Proven experience working with key ecosystem vendors and alliances at high growth, market disrupting companies.