Partner Channel Sales Manager

Denodo is looking for an entrepreneurial, well-organized, and highly-motivated individual to manage channel, reseller, and systems integrator/consulting partners to drive Denodo’s revenue growth.  As part of our extended partner ecosystem team, this role will also collaborate with Technology & Cloud partners for solutions and selling via cloud marketplaces.

The Partner Manager / Director must own and deliver consistent results across 5 objectives: Partner Network development, Sourced revenue, Influenced revenue, Pipeline generation, and Joint Partner Solutions for growth and differentiation. The Partner Manager leads the effort in close coordination with the RVP, Sales and VP, Partner Channel Sales to achieve high growth and profitability through a partner-inclusive strategy and will be supported by an extended team of marketing, SDRs, SAs and direct sales executives to accelerate opportunities through partners.

The Partner Channel Sales Manager / Director will be responsible for developing joint business plans and delivering on key objectives set for the partnerships – which include soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They will be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results.

Denodo is making a significant investment in this area. We are seeking a proven and ambitious Partner Channel Sales Manager / Director who can deliver strategic outcomes while also executing with intensity for impacting immediate business results.

The ideal candidate must have proven experience working at a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A talented rising star with outstanding results across a highly matrixed environment will also be considered.  Strong product and/or sales background prior to partner role in data management, enterprise middleware or related markets will be valuable. 

Salary range for this position is between $175,000 USD and $195,000 USD commission, depending on experience, qualifications and location.

Recruitment, Enablement, Development

• Proactively recruits new qualifying 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.
• Develops training materials and creates presentations for resellers. Coordinates with other company teams to deliver adequate partner training for business and technical skills.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

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.
• Depending on the territory may achieve revenue goals working in several sales models:

1. Direct territories: Generate opportunities through partners and connect with Denodo direct sales teams in those territories to consummate sales.
2. Indirect-only territories: Sells through partner organizations to end users in coordination with partner sales resources.
3. VARs: Enable partner organizations to handle unassisted sales to end users

• Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers.
• Provide regular governance, reporting, and management of indirect and joint/co-selling activities.

General Partner Management

• Manages potential channel conflict with other firm 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.
• Assist the overall business development team in developing good PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.

• BS/BA or higher degree
• 10 years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company.
• Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, revenue.
• Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network are a plus.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders. 
• Be entrepreneurial and take the initiative to lead. Collaborative and team-oriented approach, positive attitude, with the ability to work cross-functionally and influence without direct authority and help others succeed in their roles. 
• Willingness to travel around 25%.