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Vice President of Channel Partnerships

Arbeitsort:
Arbeitszeit: Vollzeit
Vertragsdauer: Unbefristet

Summary

Are you willing to take a next career step? Do you have what it takes to lead? Do you feel confident in partner/channel management? Great! Don't miss this exciting opportunity. Read more below.

Job description

Primary location is based on agreement.

Possible locations: Europe (Germany, UK) or US (East Coast preferably).

FUNCTIONAL RESPONSIBILITIES AND DUTIES

Develop and execute a global distribution and reseller channel strategy and Global channel partners program aligned with the company's overall sales and business objectives, including the go-to-market and detailed plan for this channel. Maintain an updated SWOT analysis for the area.
Together with Segment Vicepresidents and Sales leaders define the long-term revenue ambitions, and lead the business planning for the Reseller Channel, including short and long-term targets per geography.
Contribute on preparation of SMB/MSP Segment strategy and lead definition of sales part of strategy including sales ambition.
Oversee implementation of Global channel partner sales strategy, and execution of processes connected to recruitment, onboarding and management of the distribution and reseller channel partners, according to the partners program
Lead the global distribution and resellers channel sales teams to forecast revenue, track performance metrics, and ensure effective communication and collaboration between other sales teams and the reseller channel.
Lead selected Sales Programs/Projects including Global channel partners program to support the Sales Strategy and Plans for the Channel.
Actively support NORAM in selling process via training and coaching of sales teams, co-selling partner visits, partner profiling and enabling
Actively support channel execution teams responsible for Strategic and Emerging market groups
Establish and maintain strong relationships with key distribution and reseller partners
Oversee that ongoing support, guidance, and resources are provided to channel partners to help them achieve their sales targets and maximize customer satisfaction.
Define and allign with other Channels promotions for the Distribution and Reseller Channel, and monitor its performance to support the segment KPIs and Goals.
Define Sales Messaging, objection handling and general sales approach for the Channel.
Formulate, prioritize and keep up to date reseller enablement programs, including training, marketing collateral, and sales tools, to ensure partners are well-equipped to sell and support our software solutions. Review final produced content.
Collaborate as requestor with the marketing team to develop joint marketing initiatives and campaigns to recruit new channel partners, generate demand and promote the company's products through the reseller channel. Review the final result.
Gather Internal and External Insights, monitoring market trends, competitor activities, and partner feedback to identify new growth opportunities and adjust the channel strategy accordingly.
Provide regular reports and updates to senior management on the status of the reseller channel, including key metrics, challenges, and opportunities, as well as updates to the Sales Strategy for the Channel, Go-to-market strategies and other relevant information to all Stakeholders.
Exchange best practices and evolve them into standardized concepts.

MANAGERIAL RESPONSIBILITIES

Contribute to the development of corporate strategy.
In cooperation with superior employees, prepare strategy of the department in compliance with overall strategy and direction of the company and be responsible for implementation of the strategy within the entrusted organizational unit.
Prepare realistic budget proposals and be responsible for reasonable spending of the budget in compliance with the rules for spending as defined by ESET HQ.
Assess and enforce initiatives, investments and opportunities in compliance with corporate strategy.
Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes.
Propose and implement improvements of processes and work procedures.
Make efficient decisions based on all available information and be responsible for them.
Build and support efficient cooperation and achievement of goals within department, between organizational units and across the company. Ensure efficient communication and sharing of relevant information.
Be responsible for setting and achieving goals of subordinate organizational units within HQ and offices in compliance with divisional goals.
Set clear and realistic goals and expectations towards work performance of immediate subordinates within prescribed deadlines.
Provide regular feedback and evaluate work performance of immediate subordinates (e.g. probation period, definite period, assessment interviews).
Ensure optimum planning of human resources, their substitutability and be responsible for attendance of members of the department. Cooperate with direct superior on planning for personnel and organizational changes.
Cooperate on new employee recruitment process.
In cooperation with immediate subordinates prepare their personal development plans, ensure relevant development and educational activities and support implementation of new knowledge and skills in practice.
Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation.
Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
Effectively and thoughtfully use entrusted resources (human and financial).

REQUIREMENTS
Education:

Bachelor's degree in business, marketing, or a related field. A master's degree is a plus.

Experience:

8 years of experience in channel management, partner development, or a similar role within the IT software industry.
Experience in managing and leading people min. 5 years.
Extensive experience with project management in a related area.

Knowledge:

Strong understanding of the reseller channel dynamics and experience working with resellers on a global scale.
Demonstrated track record of successfully recruiting, developing, and managing reseller partnerships that resulted in revenue growth.
Strategic thinker with the ability to analyze market trends, identify growth opportunities, and develop effective channel strategies.

Language:

English C1/C2

Communication:

Exceptional communication and presentation skills, with the ability to effectively convey complex concepts to diverse audiences.

Managerial skills:

Excellent leadership and interpersonal skills, with the ability to build and maintain strong relationships with internal teams and external partners.
Results-oriented mindset with a focus on achieving sales targets and driving partner performance.
Strong business acumen and financial understanding to assess partner profitability and negotiate mutually beneficial agreements.

ADDITIONAL INFORMATION
Travel: