Partner & Channel Sales Manager - Strategic & Global SI Partners

Chennai, INDIA - Business Development

Job Description

Denodo is looking for a creative, focused, well-organized, and highly-motivated individual to drive their Partner Team with focus on Global System Integrator (GSI) and Solutioning Partners. This position is based out of India, but part of a global team focusing on GSI and other strategic partners and working in coordination with regional partner teams in NA, EMEA, and APAC. The ideal candidate will have significant experience and proven track record in generating new enterprise customer revenue globally through the GSI and Solutioning Partners ecosystem.

Responsibilities

Partner Relationship, Sales and Delivery Planning and Execution

  •  Prioritize top GSI and Solutioning partners with potential to impact global sales
  •  Build strong relationships with senior leadership, practice leadership and key technical and delivery resources within the Partner community.
  • Coordinate company and partner personnel, including direct sales, marketing, technical staff and management resources to execute plans.
  • Develop joint solutions and demos to support field sales and promote the GTM strategy for the solution.
  • Implement enablement processes to support the GTM sales plans of Denodo and Partner.
  • Drive pipeline development through co-marketing programs, industry mapping and joint account targeting and provide sales support for developing winning proposals. This being managed in collaboration of the Sales Strategy and the GSI Partner Organization.

Enablement

  • Develop capability and capacity of GSI Partner organization to support sales and delivery efforts with a global perspective. Assess partner capabilities and gaps and develop plans to improve continuously.
  • Plan and deliver partner enablement workshops at all levels - technical, project management, CoE, solutioning, sales/go-to-market functions
  • Leads solution development efforts supporting the stated GTM initiatives of the GSI which best address end-user needs, and showcase them via demos, Centers of Excellence, Executive briefing centers, etc.

Organizational Alignment

  • Reports to the Global head of Strategy & Business Development
  • Coordination of Partner identified opportunities with Denodo GSI Partner Organization and Denodo Direct Sales.
  • Part of a global team focusing on GSI and Solutioning partners to achieve technical solutions and revenue goals that have global revenue impact through the GSI partners.
  • Requires coordination with local and global company resources to make the partner ecosystem function effectively as an extension of the Company.  Some of the company personnel you will work with across the globe are partner pre-sales, partner marketing, regional partner managers, regional VPs and sales manager, post-sales customer success and support teams etc.

Location

Chennai, INDIA

Function

Business Development

Qualifications

We require (Qualification):

  • 10+ years of experience in Partner / Channel Sales with quota achievement. 
  • Minimum of 5+ years of experience working with enterprise software vendors or solution partners with focus on GSI's.
  • Experience and working knowledge of key GSIs, both Indian and International firms in India, such as Wipro, HCL, Infosys, Cognizant, TCS, Tech Mahindra, Accenture, Deloitte, CapGemini, NTT Data, IBM India, etc.
  • Track record of results-oriented partner management that sets and achieves metrics for partner recruiting, joint solutions, CoE and enablement, opportunity generation, and partner-sourced revenue.
  • Excellent verbal and written communication skills to lead presentations and webinars
  • Technical certifications and professional sales experience would be an advantage 
  • Willingness to travel as necessary

Employment Practices

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law. Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law

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