Global Channel Director

Main Responsibilities

As Channel Manager, the candidate will be driving the overall management and enablement of our VARs (Value Added Resellers) and channels globally. For that they will need to:

• Be the central point of contact for all our VARs and channels globally.
• The Channel Manager will coordinate all engagements with such channels/resellers to grow Infovista indirect business. The main objective will be to develop a central & global partner program to on-board and manage centrally and efficiently our ecosystem of resellers & channels.
• The Channel Manager will have to develop business plans with top resellers/channels to define joint business objectives and associated initiatives/campaigns/training/… to achieve the mutually defined objectives through a “sale through/with strategy.”
• Work very closely with our direct sales organization and Inside sales organization, in conjunction with the rest of the Partner & Alliances team
• Demonstrate a solid experience in creating an ecosystem of partners, channels, to increase Infovista reach to the market and TAM (Total Addressable Market), via indirect sales.
• Drive and secure business in very competitive situations, while focusing on the sales goals.
• Interact with all departments of the company (Technical Sales, Product Management, R&D and regional sales organizations) within a global & multi-cultural environment.

Strong GTM qualifications

• Direct sales and or Business Development experience.
• Channel/Partners Management experience with ability to manage multiple Channels/Partners in a global environment, different cultures and in an efficient manner.
• Experience in launching & driving growth plans with partners (joint Go-To-Market, Joint Marketing & Lead Generation campaigns), demonstrating ability to work with multiple stakeholders.
• Sales Analytical skills. Experience with sales & channel metrics and ability to report on channel activities.
• Capacity to organize and drive top-level meetings with channel partners, engaging and influencing senior executives.
• Outstanding communication skills
• Strong communication and influence skills, in writing and verbal, including the ability to concisely communicate and build relationships.
• Ability to communicate concepts to all levels of the customer organization including engineers, managers, and executives.
• Ability to understand how technical sales influence business cases, capacity to coordinate internal resources to enable goals of successful business.

Technical knowledge

• In-depth knowledge or significant demonstrated aptitude to learn Network Testing, Network Planning & Optimization and Network Performance & Assurance solutions.
• Knowledge of the CSP market in network engineering, optimization, and operations space. Strong understanding of CSP buyers.

Key Skills & Qualifications

Bachelor’s in Business, IT or Engineering studies

Experience

• 5+ years building and managing relationships with partners, channels, and customers.
• Experience with selling complex software solutions.
• Proven track record of closing deals and meeting quota.
• Strong contact with senior leaders of Tier 1 customers/vendors/partners.
• Use of CRM platform like Salesforce.
• Fluency in English and – other language(s) will be an advantage.
• Demonstrated ability to assess customer requirements, identify business problems, and show proposed solutions,
• Ability to influence by communicating ideas and technical concepts effectively.
• Ability to adapt, work independently in a fast-paced environment.
• Strong interpersonal skills and an ability to build rapport.
• Organization skills and self-discipline

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