Channel Development Director

2 weeks ago

York, York City, United Kingdom ESET Full time

Job Title: Vice President of Retail and E-Tail Partnerships

Job Summary: As a highly skilled professional, you will be responsible for driving the company's retail and e-tail partnerships strategy to achieve business objectives.

Functional Responsibilities and Duties:

  • Develop and Execute a Global Retail, E-Tail, and OEM Partnerships Strategy: Align with the company's overall sales and business objectives, including the go-to-market and detailed plan for this channel.
  • Define Long-Term Revenue Ambitions: Together with segment vice presidents and sales leaders, define the long-term revenue ambitions and lead the business planning for the retail, e-tail, and OEM partnerships, including short and long-term targets per geography.
  • Oversee Implementation: Oversee the implementation of the global retail, e-tail, and OEM partnerships sales strategy and execution of processes connected to recruitment, onboarding, and management of the distribution and partners.
  • Lead Global Retail, E-Tail, and OEM Sales Teams: Lead the global retail, e-tail, and OEM sales teams to forecast revenue, track performance metrics, and ensure effective communication and collaboration between other sales teams and the channels.
  • Support NORAM and Strategic Markets: Actively support NORAM and strategic markets in the selling process via training and coaching of sales teams, co-selling partner visits, partner profiling, and enabling.
  • Identify, Develop, and Close Global E-Tail, Retail, and OEM Cooperations: Identify, develop, and close global e-tail, retail, and OEM cooperations.
  • Ongoing Support and Guidance: Oversee that ongoing support, guidance, and resources are provided to channel partners to help them achieve their sales targets and maximize customer satisfaction.
  • Align with Other Channels Promotions: Define and align with other channels promotions for the retail, e-tail, and OEM partnerships and monitor its performance to support the segment KPIs and goals.
  • Formulate, Prioritize, and Keep Up-to-Date Channel Enablement and Activation Programs: Formulate, prioritize, and keep up to date channel enablement and activation programs, including training, marketing collateral, and sales tools, to ensure partners are well-equipped to sell and support our software solutions. Review final produced content.
  • Collaborate with the Marketing Team: Collaborate as a requestor with the marketing team to develop joint marketing initiatives and campaigns to recruit new retail, e-tail, and OEM partners, generate demand, and promote the company's products through the reseller channel.
  • Gather Internal and External Insights: Gather internal and external insights, monitoring market trends, competitor activities, and partner feedback to identify new growth opportunities and adjust the channel strategy accordingly.
  • Provide Regular Reports and Updates: Provide regular reports and updates to senior management on the status of the reseller channel, including key metrics, challenges, and opportunities, as well as updates to the sales strategy for the channel, go-to-market strategies, and other relevant information to all stakeholders.
  • Prepare the Department Strategy: In cooperation with superior employees, prepare the strategy of the department in compliance with the overall strategy and direction of the company and be responsible for the implementation of the strategy within the entrusted organizational unit.
  • Manage and Delegate Work: Manage, plan, and delegate work to immediate subordinates and be responsible for the performance of assigned tasks in accordance with established procedures and processes.
  • Build and Support Efficient Cooperation: Build and support efficient cooperation and achievement of goals within the department, between organizational units, and across the company.
  • Set and Achieve Goals: Be responsible for setting and achieving goals of subordinate organizational units within HQ and offices in compliance with divisional goals.
  • Provide Regular Feedback: Set clear and realistic goals and expectations towards work performance of immediate subordinates within prescribed deadlines. Provide regular feedback and evaluate work performance of immediate subordinates (e.g., probation period, definite period, assessment interviews).
  • Ensure Optimum Planning: Ensure optimum planning of human resources, their substitutability, and be responsible for attendance of members of the department. Cooperate with direct superior on planning for personnel and organizational changes.
  • Prepare Personal Development Plans: In cooperation with immediate subordinates, prepare their personal development plans, ensure relevant development and educational activities, and support the implementation of new knowledge and skills in practice.
  • Cultivate Initiative and Responsibility: Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process to increase their involvement and motivation.

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