Regional Director of Agent Channel

Summary

Join MetTel, a global communications solutions provider, as a Channel Director and be responsible for achieving revenue targets and structuring new deals for assigned partners. You will work with partners to build and manage sales pipelines, develop program objectives, and lead business planning. Responsibilities include managing the sales process, utilizing salesforce, working with partners on account mapping, and driving partner marketing programs. You will also be responsible for partner technical skill development, bringing on new partners, and managing channel/sales conflicts. This role requires strong relationship-building skills and cross-functional collaboration.

Requirements

• 5-6 years’ experience in working in a Channel Sales role with a BA/BS degree in Marketing, Business, Finance or equivalent experience
• Experience selling both direct and through channels
• State and Local Government vertical sales channel expert
• Experience using sf.com to manage company
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases
• Strong, demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for enterprise software, especially in the context of major partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Great team player. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Strong business acumen and negotiation abilities
• Knowledge of sales of software or computer related products with emphasis on web infrastructure security

Responsibilities

• Work with Partners to build and manage sales pipeline to achieve revenue goals
• Develop program objectives and co-develop partner business plans to support revenue commitment
• Lead business planning and quarterly review process
• Responsible with partner for timeliness and accuracy of partner forecast
• Manage and deliver the entire process from sales through to delivery
• Utilization of sales force to support sales generation efforts
• Work with current and target partners to understand current offerings and amend to include MetTel product as part of core offerings or dedicated practice
• Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts of MetTel Sales
• Drive partner marketing programs to develop incremental revenue streams
• Work closely with marketing team to provide support of partner-driven events with support from field marketing resource and present these presentations to prospective and in program channel partners
• Responsible for ensuring partner technical skill development to achieve success
• Bring on new prospective partners by effectively presenting MetTel’s value proposition
• Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
• Manage channel / sales conflict