Syncsort Incorporated

  • Senior Director Global Channel Sales

    Job Locations UK-Remote UK
    Job ID
    2018-1026
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    Syncsort is looking for an experienced Channel Sales Executive who will ensure an effective channel strategy is in place to achieve revenue, expense, and profitability objectives.  Achieve channel sales growth maximizing overall partner effectiveness. Assist sales leaders in finding and signing new partners.  Keep channel partners up-to-date, motivated, and excited about Syncsort.  Anticipate and resolve channel partner problems and conflicts. Analyze channel performance and creates channel reports and scorecards.

    Responsibilities

    • Execute Syncsort’s Global Partner Strategy
      • Manage the global partner territories and coverage model
      • Segment and analyze partners based on distinguishing factors such as partner strategy, capability, and/or market access in order to execute programs and services that appeal to and motivate each segment
      • Working with Marketing, determine the annual channel marketing strategy (and MDF budget) and help marketing implement it and monitor it to ensure adequate ROI
      • Execute and systematically review the tiered partner discount structure to ensure alignment with growth objectives and partner-specific strategies
      • Execute and systematically review incentive programs outside of the discount structure to align with Syncsort product and/or regional growth objectives
      • Working with product and sales management, maintain (and update as needed) a certification process
      • Develop and maintain the “Syncsort Partner Way” a codified way of doing business as a Syncsort partner (e.g. a playbook)
    • Add new partners as needed
      • Identify under penetrated or underserved regions and help sales leadership find successful and promising partners in those areas
      • Maintain a profile for a successful partner which will serve as the criteria for evaluation of potential new partners
      • Assist sales leaders with the recruitment, evaluation, and negotiation process for new partners
      • Working with Sales, manage the on-boarding, training, and initial certification process for new partners
    • Maximize overall partner effectiveness
      • Identify cross selling opportunities by helping territory sales to assess partner capabilities and connect with market needs
      • Conduct or ensure others conduct a business planning and goals process with each partner including quarterly reviews
      • Working with sales enablement, training and territory sales, ensure certifications are kept up to date and partner portal contains latest information and tools
      • Work with marketing to support lead generation programs for partners
    • Keep partners up to date, motivated, and excited about Syncsort
      • Working with sales and marketing, plan and manage regional partner conferences
      • Assist marketing in the creation of on-going communications for partners; monitor the communications from other departments within Syncsort to ensure consistency Work with sales to periodically contact top partners and gather feedback
    • Reporting
      • Design and manage partner dashboards and scorecard creation
      • Design and manage analytics to review partner progress and strategy effectiveness

    Qualifications

    • Education: Bachelor’s degree required, MBA desirable
    • Experience selling systems software, ideally as a partner (5+ years)
    • Experience as Channel Partner Manager, ideally selling systems software (3+ years)
    • Experience working in a global firm of similar size
    • Able to effectively manage dotted line relationships across the organization
    • Able to think and execute strategically from a corporate perspective, yet also able to be a detailed hands-on executive
    • Able to work independently and in a team environment
    • Able to organize and multi-task job responsibilities effectively

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