Director of Channel and Distribution
Company: Ziff Davis
Posted on: February 4, 2019
This role requires a proven successful track record of building, growing and managing all aspects of a distribution and channel strategy including lead management, reseller acquisition, reseller development, and business analytics to maintain and grow the brands position as a leader in the industry while building out a world-class partner program. Reporting directly to the General Manager of the North American Cloud Security business, you will play a key role in driving leads and obtaining new revenue by building an ecosystem of partners that deliver value to our customers and to the business. The Sales Director will partner with Marketing and Development to maximize business performance in an integral go to market approach. Job Duties Develop and implement partner strategy to grow and build Vipre's presence across key market segments. Recruit, onboard and develop new partnerships to achieve business targets. Lead day-to-day operations of sales and account management to reseller and key partners for the Vipre security businesses in the US and in Canada. Participate in sales cadence of weekly forecast calls, quarterly business reviews, etc. Create, manage, train, communicate, and continuously improve all sales operations and account management processes. Manage a distributed team that currently includes 8 inside and outside sales members. This team will be expanding over time. Achieve overall sales objectives including new revenue growth, incremental revenue growth through upsell and cross-sell, lead conversion rate, and churn. Drive additional revenue through cross sell and up sell to existing partners and customers. Create and analyze sales performance, pipeline, and other key metrics to enable business decisions and identify trends. Oversee CRM data quality/integrity. Develop and drive business planning, marketing programs, and goal attainment. Drive daily accountability for reps on sales objectives and other metrics in the sales process. Maintain a close working relationship with Customer Support, Finance, Marketing and Product Development. Coach, mentor, develop, and measure the staff performance in support of overall sales growth and customer satisfaction. Establish and maintain effective collaboration with the product team to provide customer feedback for new product enhancements. Manage sales territories and lead management. Job Requirements and Experience Minimum of 10 years' progressive leadership experience managing sales achievement in a fast-paced, high performance team environment (IT background is a strong plus) of which a minimum of 5 years managing a sales team of direct reports. Ideally at least 12 years' experience in the sales function. Experience with a wide variety of channel partners including distributors, VARs, RMMs and MSPs (managed services providers); SaaS experience a plus Demonstrable track record of success in channels strategic planning, owning sales targets and managing sales forecast Excellent project management and communication skills with the ability to interact and influence effectively with C-level executives and team members. Track record of growing existing and new customer revenue in a B2B environment. B2C experience is a plus. Excellent verbal/written communication skills to effectively work with various departments. Proven thought leadership, strategy making, and sales leadership experience. Ability to build strong internal and customer-focused relationships and work seamlessly within a matrix managed environment. Strong problem solving skills. Proven track record of recruiting top talent, team building and development. PC proficiency Excel, Outlook, PowerPoint, and Salesforce. Firm grasp on metrics and report building. Obsession with results and accountability. Ability to understand technology and explain concepts, and/or solid experience in the industry.
Keywords: Ziff Davis, Clearwater , Director of Channel and Distribution, Professions , Clearwater, Florida
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