Vice President Channel Sales

Boston, MA · Job # 8344LK

We are working with a well-funded start-up in downtown Boston in filling a Vice President of Channel Sales role.  This is a new role and a strategic hire.  The selected candidate will work closely with the SVP of Sales and the CEO.  The company is building new technology used by FORTUNE 500 companies and already has a marquis list of referenceable customers.  The company is in a great new office space near major public transportation stops.

Job Description:

In this role, the Vice President of Channel Sales will generate new business through building a reseller and referral partner network. The Vice President of Channel Sales will be a hands-on leader of a team responsible for executing on all aspects of the business relationship with each partner including recruiting, qualifying, onboarding, training, pipeline reporting, win/loss reporting.   In this role, you will:

  • On-board, manage, and grow existing partnerships
  • Strategize and implement programs/events/campaigns to create interest and awareness among Partners’ customers
  • Design and promote effective SPIFs and other incentive programs to generate interest and growth
  • Work closely with the company’s direct Sales team to promote scale and maximum territory coverage.
  • Develop a technical enablement strategy that supports the channel sales strategy globally
  • Proactively maintain ongoing knowledge of industry, global markets, existing and target channel partner accounts, & competitive landscape
  • Possess an in-depth knowledge of each strategic partner’s business and what drives their success.

Requirements:

  • BA/BS degree
  • 10-15 years of proven success in Channel Sales
  • Experience in managing dynamic teams of Channel Sales professionals
  • Experience working with management consulting firms, business process outsourcers, IT sourcing companies, marketing service providers, creative & digital agencies, analytics & business intelligence consultancies, and customer experience consultancies
  • Proven track record of hitting and exceeding sales quota targets
  • Proven ability to communicate with partners at all levels within an organization
  • Excellent presentation skills
  • Desire to own all parts of a partner lifecycle, starting with profiling/recruitment
  • Demonstrates thorough preparation for all partner meetings & activities
  • Proven success with sales ability and demonstrated knowledge of sales process
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