Partner & Channel Sales Director - Strategic & Global SI Partners

Mumbai, INDIA - Business Development

Job Description

The Opportunity

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 and Solutioning Partners ecosystem.

Responsibilities

Partner Relationship, Sales Planning and Execution

  • Prioritize top GSI and Solutioning partners with potential to impact global sales

  • Build strong relationships with executive leadership, practice leadership and key technical and delivery resources within the Partner community

  • Lead a joint partner planning that develops mutual performance objectives, financial targets, and milestones, with signoff by partner executives

  • Coordinate company and partner personnel, including direct sales, marketing, technical staff and management resources to execute plans.

  • Develop joint solutions and demos and jointly take it to market

  • Drive pipeline development through co-marketing programs, account mapping and joint account targeting and provide sales support for closing deals.

  • Monitor and report progress and adjust execution to meet business plans.

Enablement

  • Establishes joint targets for sales and technical training across sub-groups within assigned partner accounts.

  • Assess partner capabilities and gaps and execute plans to improve continuously.

  • Plan and execute partner enablement workshops at all levels - technical, project management, CoE, solutioning, sales/go-to-market functions

  • Leads solution development efforts that 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

  • Part of a global team focusing on GSI and Solutioning partners to achieve technical solutions and revenue goals that have global revenue impact through such 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.

  • Be an internal evangelist for the partner and showcase their capabilities, customer wins, and solutions expertise to drive business to partner

  • Coordinate delivery of services by partner to end customer with our Customer Success team to drive customer satisfaction and expansions at end customers.

Location

Mumbai, INDIA

Function

Business Development

Qualifications

We require (Qualification):

  • 10+ years of experience in Partner / Channel Sales with sales quota achievement in $millions for software license sales. 

  • Minimum of 5+ years of experience working with enterprise software vendors or solution partners with focus on GSI's

  • Candidates having only partner experience in services delivery or client management roles, but without license revenue sales quota achievement need not apply

  • Experience and established relationships with key GSIs, both Indian and International firms in India, such as Wipro, HCL, Infosys, Cognizant, TCS, Tech Mahindra, Accenture, Deloitte, NTTData, IBM India, etc.

  • Track record of results-oriented sales and 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 around 25-50%.

Employment Practices

We are committed to equal employment opportunity. We respect, value and welcome diversity in our workforce.

We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee.

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