Partner and Channel Sales Manager

hace 7 días

Barcelona, Barcelona, España Denodo A tiempo completo
Job Description

The Opportunity

Denodo is seeking a highly motivated and organized individual to drive their Partner and Channel Sales. As a Partner and Channel Sales Manager, you will be responsible for winning, maintaining, and expanding relationships with resellers, system integrators, consulting, and technology partners.

You will be responsible for achieving indirect sales targets, partner readiness, and partner recruitment objectives. The role carries a partner sales quota and requires working closely with the Partner Marketing team to drive joint demand-generation and with Direct Sales colleagues to develop and accelerate opportunities through partners.

As a strategic leader, you will define the partner strategy in your territory to build comprehensive partner coverage in the market.

Key Responsibilities
  1. Partner Recruitment, Enablement, and Development
  2. Proactively recruit new qualified partners
  3. Establish productive, professional relationships with key personnel in assigned partner accounts
  4. Assess, clarify, and validate partner needs, gaps, and requirements
  5. Coordinate with other company teams to deliver adequate partner training
  6. Help partners develop solutions for Denodo DV to address client needs and further penetrate the market
Partner Sales Planning and Execution
  1. Proactively lead a joint partner planning process to develop mutual performance objectives, financial targets, and critical milestones
  2. Coordinate the involvement of company personnel to meet partner performance objectives and partners' expectations
  3. Meet assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
  4. Assist partners in customer engagements to help position, promote, and sell Denodo
  5. Build a strong partner pipeline through co-marketing programs, account mapping, and company and partner collaboration
General Partner Management
  1. Manage potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally
  2. Ensure partner compliance with partner agreements
  3. Drive adoption of company programs among assigned partners
  4. Monitor performance of partners and coach them to higher levels of success
Accountabilities and Performance Measures
  1. Achieve assigned sales quota (Indirect/Partner Sourced Sales) in the territory
  2. Achieve intermediate metrics for partner-driven sales activity, client meetings, and opportunities
  3. Develop and execute partner account plans that meet company standards
  4. Maintain high partner satisfaction ratings that meet company standards
  5. Complete required training and development objectives within the assigned time frame
  6. Achieve assigned goals for growing Denodo-certified consultants in partner firms

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