The Director, Channel Partnerships manages and expands relationships with strategic channel partners. A newly created role, the successful candidate will be responsible for achieving sales, marketing and product expansion goals through existing channel partners and opportunistically identifying, qualifying and developing new partners. Reporting to the Vice President of Sales, the Director, Channel Partnerships represents the entire range of company products and services to assigned partners, accessing and coordinating Qventus resources to ensure the success of each partnership.
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Implements and manages the programs and procedures required to effectively and efficiently create successful resale and product development relationships
Coordinates the involvement of company personnel, including sales, marketing, customer success, and management resources, to meet partner performance objectives and partners’ expectations.
Meets assigned targets for sales volume and strategic objectives in assigned partner accounts.
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Coordinates sales through partner organizations to end users in coordination with partner sales resources.
Manages potential channel conflict with direct sales efforts by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
Ensures partner compliance with partner agreements.
CORE ATTRIBUTES DESIRED
8-12 years related experience managing and growing successful HCIT channel relationships
BA / BS degree, MBA preferred
In-depth understanding of sales administration process, including implementing and managing new channel relationships
Excellent interpersonal and cross-functional collaboration skills
Maniacal focus on details, execution and cross-functional communication
Strong analytical and organizational skills
Numerical abilities and problem-solving attitude
Hands on experience with salesforce.com and MS Excel
Experience in early stage software companies or new product launch areas
PERSONAL ATTRIBUTES DESIRED
Ready and eager to pick up new skills as needed
Ready to ‘step outside’ his/her role to help teammates
Highly dependable, detail-oriented and thorough
Empathetic for others and highly self-aware
Naturally curious and analytical
Self-driven, highly motivated to succeed personally and to help the broader commercial organization succeed
Intuitive, able to synthesize market feedback to evolve partner growth strategies