Director Channel Partnerships

Reporting directly to the global Chief Commercial Officer, the Director of Channel Partnership Account Exective will lead all efforts related to identifying and managing all domestic channel partners. We are looking for a lead-from-the-front individual who can develop and execute an effective channel sales strategy, one that supports Elemental Machines growth requirements. This is a highly visible role both within Elemental Machines and the partner community. The person in this role will be responsible for continuing the development and expansion of our partner ecosystem within North America.

Responsibilities

  • Lead all channel partnerships to drive incremental revenue for Elemental Machines through our ecosystem of top business partners
  • Lead, inspire, and motivate the channel sales partners to help them achieve their sales plans, objectives and activities
  • Ensure that the channel sales partners have the knowledge, skills and developmental plans to overachieve in their assigned quotas
  • Develop and execute an effective strategy for recruiting, onboarding and developing high performing partners
  • Drive alignment between the channel team, the broader Elemental Machines sales organization and business partners to drive increment opportunities and successfully customer deployments
  • Develop strong relationships with Elemental Machines Sales leadership and provide them with insight into the impact the channel business is having on the overall business
  • Be an expert in policies and structure of Elemental Machines partner program
  • Drive the overall engagement within top Elemental Machines partners to ensure that there is consistent partner management support and that Elemental Machines partners are aligning their sales, pre-sales and delivery capabilities with Elemental Machines’s overall strategy
  • Ensure processes are put in place to regularly monitor progress of channel sales team and top partners and implement action plans to ensure achievement of objectives
  • Direct and guide marketing strategy/activities to ensure they support the overall channel sales plan and that they directly impact the growth objectives
  • Manage and resolve escalations allowing the team to stay focused on sales
  • Build and promote a cohesive, partner/customer-centric team with strong internal relationships
  • Build a “trusted advisor” relationship with key stakeholders across Elemental Machines and our partner community

Qualifications

  • Minimum 5 years leadership experience in either Direct Sales or Channel Sales ideally with an enterprise software company and/or data/analytics software vendor
  • Strong business acumen and executive presence
  • Strong written and verbal communication skills, as well as the ability to effectively present to all levels of management
  • Understanding of CRM and other key systems
  • Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including senior level executives, legal, finance, support, sales, and marketing experts.
  • Relentlessly positive outlook, high energy, enthusiasm, and passion for the business
  • Excellent planning and change management skills