Partner and Channel Sales Manager

hace 4 semanas

Madrid, Madrid, España Denodo A tiempo completo
Job Title: Partner and Channel Sales Manager

About the Role:

Denodo is seeking a highly motivated and organized individual to drive their Partner and Channel Sales. In this role, you will be responsible for winning, maintaining, and expanding relationships with resellers, system integrators, consulting, and technology partners. You will also be responsible for achieving indirect sales targets, partner readiness, and partner recruitment objectives.

Key Responsibilities:

Proactively recruits new qualified partners
Establishes productive, professional relationships with key personnel in assigned partner accounts
Proactively assesses, clarifies, and validates partner needs, gaps, and requirements to be successful on an ongoing basis
Coordinates with other company teams to deliver adequate partner training for business and technical skills
Helps partners to develop solutions for/with Denodo DV to address client's needs and further penetrate the market

Partner Sales Planning and Execution:

Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners' expectations
Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
Assists partners in their customer engagements to help position, promote, and sell Denodo
Builds a strong partner pipeline through co-marketing programs, account mapping of company and partner
Provides regular governance, reporting, and management of indirect and joint/co-selling activities

General Partner Management:

Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Ensures partner compliance with partner agreements
Drives adoption of company programs among assigned partners
Monitors performance of partners and coaches them to higher levels of success
Assists the global Partner Channel and Sales unit in developing efficient partner processes and workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program

Accountabilities and Performance Measures:

Achieves assigned sales quota (Indirect/Partner Sourced Sales) in the territory
Develops and executes partner account plans that meet company standards
Maintains high partner satisfaction ratings that meet company standards
Completes required training and development objectives within the assigned time frame
Achieves assigned goals for growing Denodo-certified consultants in partner firms

Organizational Alignment:

Reports to the Regional Head of Partner and Channel Sales
Enlists the support of territory direct sales, inside sales, marketing, service resources, and other sales and management resources as needed

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