Director, Americas Distribution Partner Development

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.

Benefits

• employee ownership
• health insurance
• 401k with matching contributions
• disability insurance
• paid-time off
• growth opportunities