Director - Global Channel Sales - Fastly - San Francisco

Job description
As Director of Global Channel Sales, you will be responsible for developing and implementing channel strategy, training channel partners, and maintaining and expanding relationships with channel partners across all geographies and markets. This position will be responsible for achieving sales, profitability, and partner recruitment objectives. You will maintain our existing channel ecosystem, recruit new partners, and expand the team that insures our partners are successful. As a strategic member of our sales team, you will represent the entire range of company products and services to assigned partners, though may focus on a specific solution or product set if focused in a partner vertical market.


RESPONSIBILITIES
Source and qualify new channel partners
Manage and train existing partners to improve sales success rate
Coordinate the involvement of company personnel including: engineering, technical support, service and management in order to meet partner performance objectives and expectations
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Use Salesforce and internal resources to organize scalable lead flow and minimize channel conflict
Build forecasts of business expansion, identify product gaps, and be the advocate to product management on priorities for new platform features
Build a team that sells through partner organizations to end users in coordination with partner sales resources

Desired Skills and Experience
Bachelors degree and 10+ years of successful BD and Channel Management experience
Strong network of executive relationships with global channel partners including reseller, SI/SO’s and ecosystem partners
Deep understanding of the channel business, including partner economics, and the impact of Fastly revenue and margin performance on partners’ P&L
Ability to assess the strengths and weaknesses of Fastly product and service offerings from the perspective of the channels we have or must develop to meet sales objectives
Deep understanding of the channel business, including partner economics, and the impact of Fastly revenue and margin performance on partners’ P&L
Experience managing global teams

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