Director, Channel Sales The Director of Channel Sales is responsible for driving company new business revenue in partnership with third party companies. The person will be responsible for recruiting new partners, administrating partnership duties, co-marketing strategies, and direct sales support of channel partners. The individual will manage and lead 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 ActiveWorx products. They will work with marketing to create and manage marketing programs designed to create new opportunities and will be a working member of the business development team. The person must be able to consult with current reseller representatives to identify and qualify opportunities.
Work with executive management to create and manage the channel program goals and strategy
Achieve and exceeds 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
Provides sales support to ensure partners are competitive and capable to win business
Expands relationships and enables 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
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.
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
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
About ActiveWorx ActiveWorx, Inc. (formerly Miria Systems, Inc.) is a leading financial transaction platform that helps companies achieve digital transformation, automation, and management for complex financial transactions. The cloud-based platform offers complete and comprehensive capture-to-pay functionality and accounts payable automation, supported by fast implementation, flexible deployment, and trusted industry experts. For more information, visit www.ActiveWorx.com