Director of Channel Sales (Hybrid)

The Director of Channel Sales is responsible for leading a team of Channel Sales representatives to drive sales efforts to meet and exceed Net New Annual Recurring Revenue (ARR) targets from a specified Area. This is an extremely hands-on role that will actively manage their teams who are responsible for building partnerships and growing Net New business through strong partnerships within a specified Area. The Director will align with the strategy for Channel Sales growth to execute strategic plans, grow pipeline and achieve revenue goals.  

Responsibilities:

• Manage a team of Channel Sales representatives to execute revenue strategies, and exceed KPIs and ARR targets.
• Drive the day-to-day activities of Channel Sales reps through daily team standups, close analysis of sales statistics and pipeline reviews.
• Engage with partners directly to build strategic relationships and growth of key partnerships.
• Assist Channel Sales reps in building partner sales engagements and closing deals with partners.
• Develop, drive and guide our partner activities to foster excellent relationships with new and existing partners aligned to the partner stratification to grow net new revenue.
• Conduct weekly rhythm of the business reviews with VP and other sales enablement teams to identify trends and provide feedback on areas of opportunity and improvement.
• Validate sales representative staging and Area pipeline health to ensure accurate forecasting.
• Collaborate with senior leadership and SMB, Mid-Market and Enterprise leaders to align the business and drive growth through partners.
• Collaborate with Area Customer Success Leader to ensure the teams are aligned with all sales strategies and goals.
• Conduct interviews with potential sales candidates to build a world class sales team.
• Manage Area sales budget requests for events, trade shows, etc.
• Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.

Qualifications:

• Minimum 4 years Channel sales experience required
• Minimum 2 years of people management experience in the assigned area required
• Experience in IT Channel Sales (SaaS preferred)
• Bachelor degree or equivalent higher education experience, desirable
• Experience collaborating with Partner businesses and leading
• Channel sales teams, desirable
• Familiarity with standard concepts and practices within the IT,
• Security or Cybersecurity industry, desirable
• Experience with Salesforce, a plus
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)