Regional Channel Director

Summary

Join Digital.ai as a Regional Channel Director and develop and expand relationships with assigned channel partners. This role is responsible for achieving sales, profitability, and partner recruitment objectives, representing the company's products and services to partners. You will report to the VP of Sales, Asia Pacific & Japan, preferably based in India. Key responsibilities include managing partner relationships, forecasting, providing sales support, maintaining partner pipeline records, planning marketing activities, recruiting new partners, and liaising with enablement teams. Success requires proven experience in software sales and channel partnerships, strong communication and project management skills, and the ability to work effectively in a collaborative environment.

Requirements

• Minimum of 10 years of experience in Software Sales and working with Software channel partners
• Proven track record of initiating new programs, obtaining senior management buy-in and support
• Exceptional written, verbal, and interpersonal communication skills
• Proven track record of managing complex projects with the ability to drive through completion
• Ability to effectively work with cross-functional teams across the organization
• Ability to excel in a team-oriented, collaborative, and fast-paced environment
• Experience working in India / other AP markets
• Possess an energetic attitude, willingness to perform and get things done
• Excellent organization and project management skills

Responsibilities

• Have weekly cadence calls with the APAC channel partners / VAD’s to understand the forecast for the current quarter and the next quarter
• Ensure that partners are executing on their commits for the annual business plans
• Provide all the necessary guidance and sales support to the channel partners for the deal progression and closure
• Maintain a proper record of all the channel partner pipeline in SFDC and doing regular opportunity updates in SFDC
• Plan with the partners in each region, the Marketing activities to be done for lead generation and pipeline development
• Identify new potential channel partners / VAD’s in the APJ region and to recruit them
• Liaison with Digital.ai Partner enablement teams for enabling the Sales and technical teams of the partners
• Evaluate assigned partner coverage in territory of responsibility, assess areas of opportunity, and proactively develop partner relationships to ensure maximum coverage for Digital.ai’s complete product line
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
• Ensure partner compliance with partner agreements and drives adoption of company programs among assigned partners
• Maintain high partner satisfaction ratings that meet company standards
• Coordinate with marketing, customer support, professional services, sales consulting and others to execute the on-boarding plan. Coordinate the creation of sales training materials for partners
• Serve as internal channel advocate to ensure partner and customer satisfaction

Preferred Qualifications

Channel sales management experience in a software environment