Job Description The Opportunity Denodo is looking for a creative, focused, well-organized and highly-motivated individual to drive their Partner and Channel Sales. In this role, you will win, maintain, and expand relationships with resellers, system integrators, consulting and technology partners and be responsible for achieving indirect sales targets, partner readiness, and partner recruitment objectives. The role carries a partner sales quota and requires working closely with the Partner Marketing team to drive joint demand-generation and with Direct Sales colleagues to develop and accelerate opportunities through partners. Operating at a strategic level, the candidate will define the partner strategy in his territory to build comprehensive partner coverage in the market.
Job Responsibilities & Duties Partner Recruitment, Enablement, Development Proactively recruits new qualified partners. Establishes productive, professional relationships with key personnel in assigned partner accounts. Proactively assesses, clarifies, and validates partner needs, gaps, and requirements to be successful on an ongoing basis. Coordinates with other company teams to deliver adequate partner training for business and technical skills. Helps partners to develop solutions for/with Denodo DV to address client's needs and further penetrate the market. Partner Sales Planning and Execution Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners' expectations. Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts. Assists partners in their customer engagements to help position, promote, and sell Denodo. Builds a strong partner pipeline through co-marketing programs and account mapping of company and partner. Provides regular governance, reporting, and management of indirect and joint/co-selling activities. General Partner Management Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement. Ensures partner compliance with partner agreements. Drives adoption of company programs among assigned partners. Monitors performance of partners and coaches them to higher levels of success. Assists the global Partner Channel and Sales unit in developing efficient partner processes and workflows, company and partner performance reporting, partner marketing, and support activities to enhance the partner program. Accountabilities and Performance Measures Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory.
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