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Channel Sales - Vice President

Philadelphia, PA
Job Summary:
We are looking for an experienced hands-on, sales-oriented, driven and organized Channel Sales leader to develop and execute our world-wide partner sales for our cloud services programs.  The individual will manage and leads the company’s strategic sales initiatives by signing up and managing resellers of our product. Will have responsibility for managing current resellers, training and promoting those organizations to drive sales of Miria’s products.  Will work with marketing to create and manage marketing programs to identify new opportunities and will be a working member of the business development team.  Must be able to consult with current resellers to identify and qualify opportunities.
Key Areas of Responsibility
  • Work with executive management to create and manage the world-wide channel program goals and strategy.
  • Achieve and exceed assigned revenue targets and partner recruitment goals.
  • Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific agreed upon revenue goals.
  • Provide sales support to ensure partners are competitive and capable to win business.
  • Expand relationships and enable existing partners by developing go-to-market strategies that are executed in the field.
  • Secure revenue commitments from the portfolio of partners and accurately forecast the partner business performance within SalesForce.
  • Drive and support partner sales opportunities as needed, in both pre-sales and post-sales activities to ensure the success of the partner, and the end customers.
  • Facilitate, develop and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives.
  • Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts.
  • Manage channel / sales conflicts.
  • Develop partner business plans and program objectives to support revenue commitments.
  • Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics.
  • Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue.
  • Expand sales to existing partner customers by identifying new and additional customer requirements and supporting new sales efforts.
  • Demonstrated track record of successful quota attainment in a commissioned sales role.
  • 7+ years in IT-related sales experience through direct and indirect channels.
  • Demonstrated track record of successful quota attainment in a commissioned sales role.
  • Ability to engage with and motivate partner marketing to support partner requirements.
  • Ability to develop and implement partner business plans that drive partner revenue goals.
  • Ability to recruit new partnerships.
  • Technically adept, experienced with remote access, collaboration, or security markets.
  • Ability to work independently and in a team environment.
  • Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
Required Skills & Abilities:
  • Commitment to excellence, high integrity, high energy, team player.
  • Detail oriented, very organized, self-starter.
  • Strong skills focused with establishing and developing lasting relationships.
  • Ability to work in a fast-paced environment and proven experience to make an immediate impact.
  • Passion to succeed.
  • Strong interpersonal skills.
  • Great communication skills, both written and verbal
  • Strong consultative sales experience.
  • Strong marketing skills.
  • Ability to adapt communication style according to customer and situation in order to most effectively gain agreement.
  • Speak, read, and write fluently in English.
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