Channel Sales Director

Summary

Join Verra Mobility Commercial Services as the Director of Channel Sales and lead the strategic direction of the Channel Sales program. You will be responsible for identifying, recruiting, and enabling new partners, evaluating channel sales strategies, and managing partner relationships. This role requires a minimum of 6 years of experience in channel sales and partner development, strong contract negotiation skills, and proven success in growing partner sales. You will manage the pipeline, financial aspects of partner relationships, and regularly report on the impact of enablement initiatives. The ideal candidate will possess excellent communication and interpersonal skills, proficiency in SFDC, and strong analytical abilities. This position involves up to 50% travel.

Requirements

• A Bachelor or University degree from a regionally accredited college/university
• Up to 50% travel
• A minimum of 6 years related work experience in Channel Sales and Partner development and account management, sales/marketing blended with experience in market research, marketing intelligence, business analysis or similar
• Strong contract acumen and negotiating skills
• Proven track record growing Channel Partners sales with new clients while managing large partnerships
• Fluent in English
• Excellent communications and interpersonal skills
• Proficient in SFDC
• Strong presentation skills
• Can do and pro-active mentality
• Strong analytical, critical thinking and modeling skills
• Results oriented with a strong customer focus
• Ability to develop and build strong relationships among internal and external customers
• Ability to cope with changing and competing priorities effectively and to focus on the most important initiatives
• Ability to thrive in a dynamic and time sensitive environment professionally and effectively
• Ability to understand customer trends and provide feedback and information
• Ability to prepare and effectively deliver internal and external presentations at all levels of an organization
• Adept at synthesizing findings and identifying actions that will yield Partner upselling opportunities
• Proficient and accurate reporting on all applicable initiatives
• Ability to create/maintain dashboards/reports for tracking performance and key business metrics
• Ability to seek out trends and patterns across large sets of data from multiple sources

Responsibilities

• Strategically direct Verra Mobility's Channel Sales program to identify, evaluate, recruit, and enable new Partners
• Evaluate the current effectiveness of channel sales strategies and create improvements aimed at volume lift and to align channel enablement programs with sales strategies
• Establish key performance indicators (KPIs) to measure the effectiveness of channel enablement programs
• Manage the pipeline and financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, etc
• Regularly assess and report on the impact of enablement initiatives, making data-driven recommendations for improvement
• Be the primary point of contact for key Partners in building and maintaining B2B relationships
• Oversee the end-to-end sales process to attract and retain Partners
• Research and identify new market opportunities
• Execute new-Partner launch; supporting the implementation phase and work to build and maintain relationships from the onset of the launch through to a live operational program
• Review and research challenges, exercise problem-solving skills and offer ideas for improvement
• Manage client deliverables; ensuring reports, information and updates are provided to manage client expectations