The Director of Channel Sales for the Americas Region Sales organization is responsible to further enter and grow our footprint in utilities, transportation, water / wastewater and mining. This role will use consultative selling skills along with a strong understanding of the industry. Achieve the assigned quota attainment in the software; services and, cloud/managed services business. This role is expected to develop highly productive reseller and referral partner relationships so that partners become self-sufficient in marketing and selling our products.
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o Target and collaborate with key partners to drive incremental software revenue, primarily in North America and Canada
o Open up new strategic markets/industries
o Partners to target initially: Accenture, Lumenor, CSC (gas distribution), AddOns, Black and Veatch, Microsoft
o Manage sales opportunities with all designated Partners, provide accurate and updated sales funnel with current status
o Manage and execute Partner planning strategy and develop a territory sales plan
o Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
o Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
o Escalate pricing, SLA or other issues as needed
o Maintain an up to date sales funnel in the Marketplace
Requirements:
Basic Qualifications:
o Bachelors degree from a four year university and 12 yrs experience in a sales environment (or) High school diploma and 16 years experience
o Experience selling software in a related industry to include managed services, cloud and other solutions to business
o Strategic planning and leadership skills including ability to define and communicate channels and alliances strategy to all constituents.
o Experience meeting and exceeding a monthly sales quota
o Selling and supporting within an indirect channel or partner based sales program
o Experience in winning large 5M dollar enterprise complex deals working with major SI’s
o Experience in selling into large enterprises
o Extensive software solutions knowledge
o Cloud, SaaS and on premise solutions experience for enterprise solutions
Preferred Qualifications:
o Bachelors degree in Business, Marketing, Information Systems
o 7 years Experience selling software in a related industry to include managed services, cloud and other solutions to business
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