Senior Director/Director of MSP Channels

• Arbeitsort: San Diego
• Arbeitszeit: Vollzeit
• Vertragsdauer: Unbefristet

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Job summary

Job description

This role will develop, execute, measure, & report the US MSP strategic plan and will be responsible for delivering the annual financial results.  Additionally this individual will lead a seasoned MSP sales & marketing organization, develop, enhance, & implement MSP programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel MSP’s & MSP distributors to enable profitable revenue growth, define and measure key performance indicators, & report out on financial performance and future planning/investments need to grow the business.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
• Strategic planning including competitive planning, identification of key market segments, designing new MSP programs, developing sales plays for both new and existing MSP partners.
• Own the MSP business unit financial performance including revenue, profit, and OPEX and be accountable for results and investments needed to grow the business.
• Develop and implement a sales go to market plan that optimizes headcount to focus on acquiring new MSP partners, successful MSP onboarding, growing existing MSP partners, and upsell existing MSP partners.
• Create a MSP sales engagement model that provides upsell/cross-sell consulting to existing MSP partners.
• Utilize a data lead approach to identify & acquire new MSP partners
• Create a MSP onboarding model that enables successful MSP production within the first 90 days.
• Define, implement, and measure MSP KPI’s monthly and incorporate into corporate CRM.
• Design the strategic MSP marketing offerings and work collaboratively with the marketing organization to implement, manage, and report ROI.
• Prepare internal business reviews and financial analyses of strategic business plan, highlighting KPI performance, areas of focus, business issues, areas to improve, and key wins
• Create a high performance sales culture through servant leadership and effective coaching and mentoring
• Develop, recruit and retain talent high performance talent with creative leadership, coaching, & mentoring
• Work with Learning & Development to Implement effective product & services training along with developing situational sales playbooks
• Motivate sales organization through creating a fun and exciting work environment
• Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w/ MSP) business reviews.

KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:
• Minimum of 8-10 years of channel MSP sales and/or marketing experience in a senior role, preferably with a major enterprise software provider or emerging software vendor during a period of rapid growth, managing a specific channel sales, marketing or alliance book of business
• College Degree or equivalent work experience

PERFORMANCE MEASURES:
• Meet or exceed annual MSP business plan requirements
• Meet or Exceed Monthly Sales Quota
• Performance to each defined MSP KPI.  For Example:
• MSP transaction rates
• MSP Production rates vs Recruitment date
• MSP Conversion Rate
• MSP Time To Order Rate
• MSP direct engagement scores
• Associate direct engagement scores

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