Remote VP Global Channel Development

Summary

Join a dynamic team at Digital.ai as Vice President, Global Channel Development and drive channel program growth across three main operating territories.

Responsibilities

• Assess Global Coverage & Identify Gaps: Analyze the current partner landscape and identify areas where our direct sales teams are lacking coverage or where revenue can be accelerated in areas where coverage exists
• Maximize Opportunities in Cloud Marketplaces: Work closely with AWS, Google Cloud, and Azure sales organizations to evangelize and promote usage on their platforms
• Achieve Sales Targets: Meet assigned sales volume and strategic objectives within designated partner accounts
• Lead Partner Planning: Proactively lead joint partner planning processes to establish mutual performance objectives, financial targets, and critical milestones
• Enable and Train Partners : Own the partner enablement and training process, including the development of training materials, partner certification programs, and assets that support partner success
• Coordinate with Direct Sales Teams : Collaborate with Digital.ai's direct sales teams in regions with overlapping markets to drive sales through partners in areas of joint focus
• Coordinate with Marketing Teams : Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline, and deal progression
• Resolve Channel Conflict: Manage and mitigate potential conflicts with direct sales teams by fostering clear communication and adhering to established channel rules of engagement
• Ensure Partner Success: Establish productive relationships with key personnel within partner accounts, ensure compliance with partner agreements, and drive adoption of Digital.ai programs
• Oversee and improve the partner portal, including deal registration, enablement content, certification, and training
• Collaborate with internal teams such as marketing, customer support, professional services, and sales consulting to execute onboarding plans and provide ongoing partner support
• Coordinate executive involvement in key partner and customer relationships when appropriate
• Serve as the internal advocate for partners, ensuring satisfaction and alignment with company goals