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Director Channel Sales

2 months ago

UK, UK, United Kingdom Fruition IT Full time

Our client is a leading provider of data protection, security, and cloud solutions, dedicated to securing and managing critical information for enterprises and government agencies.


Their innovative technologies empower organizations to protect their data, ensure compliance, and achieve their operational objectives.


Due to recent investment and growth in sales revenues, they're looking to hire an experienced Channel Sales Director for their North America partners.


Responsibilities:


  • Establish, nurture, and grow strategic partnerships with VARs, System Integrators, and OEMs within the designated territory.
  • Acquire a deep understanding of the company's products and effectively communicate their benefits to potential customers.
  • Build strong consultative relationships, serving as the primary point of contact for territory partners to ensure their satisfaction.
  • Continuously communicate the company's value proposition to territory partners, aiming to enhance the company's presence within each partner's business.
  • Gain a comprehensive understanding of the business strategies of assigned partners, including their growth initiatives, strategic focus, investment areas, and profitability drivers.
  • Clearly convey the requirements, expectations, and advantages of the Partner Program to channel partners.
  • Collaborate on sales activities with partners and resellers to identify and close new business opportunities.
  • Partner with Account Executives in the territory to facilitate meetings with target partners.
  • Proactively reach out to potential prospects through phone and email based on web and lead generation lists.
  • Follow up on leads generated by Marketing and the Inside Sales Team to secure additional meetings for Account Executives.
  • Manage the recruitment of new channel partners as needed, aligned with the territory channel planning process.


Experience:


  • At least 5 years of experience managing channel partners in a technology environment,
  • Background in the technology cloud storage industry and/or global file systems,
  • Proven experience in facilitating onboarding and enablement activities for channel partners,
  • In-depth knowledge of software channel ecosystems within the territory,
  • Proficiency with CRM and forecasting systems,
  • Excellent communication and interpersonal skills,
  • Strong negotiation and presentation abilities,
  • Bachelor's Degree is preferable.