Regional Sales Director Channel Partnerships

hace 1 semana

Barcelona, España Jr Spain A tiempo completo

col-wideJob Description:Weekly hours: 40Working remote, located in SpainOur mission is to accelerate the world's transition to local manufacturing and digital distribution. Do you have the mindset, ambition and work ethic to help realize our mission and change the way the world operates? Please read on**In support of Ultimaker's growth mission in the Southern European region, you are responsible for developing and expanding channel strategies and you will work to achieve financial growth through the development and retention of channel relationships. **Working directly with Sales, Marketing and Product Leadership, you will create and execute strategic channel programs and define long-term organizational goals. Additionally, you will identify new business opportunities, expand by attracting new channel partners, manage key channel relationships and maintain extensive knowledge of current market conditions.You are a member of the commercial leadership team, consisting of the VP's Channel EMEA, America's and APAC.**YOUR KEY OBJECTIVES AND RESPONSIBLITIES****The Key outcome is a revenue growth in the Southern European 3d Printing market in the coming 5 years and create a sustainable footprint for Ultimaker and maintain market share.****How do you create success?**CREATION COMMERCIAL STRATEGY: You define the commercial, revenue generation strategy, structure and focus in the channel business in the DACH region. You set the short- and long-term channel sales targets, you create strategies to boost financial gains and you evaluate the effectiveness of current programs. 80% of the role will be focused on driving the go-to-market for the region.CREATION UNIFIED PARTNER PLAN: You know which type of partner and which partner tactics will help Ultimaker best serve it's customers in the region. You have created a plan from channel leaders as to the best distribution strategy to scale market coverage with an optimal level of company resources.You have identified which company objectives rely on channel management, you have assessed your current route-to-market strength and you understand your ability (and need) to scale across multiple dimensions.You have defined your growth strategies for each desired business outcome and cascaded accountability throughout your organization.BUILD PARTNER ROAD-MAP TO THE IDEAL ECOSYSTEM: You fully understand Ultimaker's partner ecosystem in North America and you know how to adjust it for optimal performance. You have gained the trust of the partners, who represent the extended reach of Ultimaker.SUSTAINABLE VALUE CREATION FOR CUSTOMERS: You work in close relationship with customers at all levels on how 3d Printing and technology innovation enables business transformation, support their strategic priorities and how to get more out of their 3d Printing investments with very tangible and sustainable business outcomes.MARKET AND COMPETITOR KNOWLEDGE: You have researched new & adjacent markets for expansion including cultivation of comprehensive business cases to define opportunities and necessary resources for success.DATA INSIGHTS: You routinely forecast the sales pipeline & progress each month and take action where required. You base your commercial strategy on data insights and market analyses. In your **c**ontinual dialogue and interaction with all stakeholders you have accurate, granular and robust data to inform those conversations at any point in the month. You realize that this can often bring an intensity and pressure, not always experienced before by those not familiar to life in a high growth business.BUILD A STRONG TEAM: You continuously strive for a scalable high quality Southern European commercial organization. Lead, coach and develop the Channel sales team in Southern Europe. Instilling a proactive approach in Ultimaker's channel team.ROBUST EXECUTION: Processes are followed and documented. A culture of learning is pervasive, with in-depth feedback collected along with essential processes. The focus of execution excellence has shifted from "Are we able to execute?" to one of continuous improvement. Strong alignment exists between goals, investments, and commitments.**WHAT DO YOU BRING**- Academic degree. An MBA is a plus; - International experience, working in the Southern European market and working for a global organization- 10+ years experience in sales, strategy and operations in technology & industry solutions (including both hardware as software (Cloud / SAAS) solutions and service sales. At least 5 years' experience in channel sales; - Bonus point for 3D print industry experience and knowledge- Excellent knowledge of the English language (oral and written)- Experienced in (financial)reporting, forecasting and market share analysis- Proven track-record of Sales P&L experience. You are hungry for success and have consistently met or exceeded your sales goals; - Extensive experience in setting strategic direction, Go-To-Market, strategic partnerships and direct & indirec

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