What are the responsibilities and job description for the Senior Director / Director of Partner Channels position at ESET?
Summary
The Director of Partner Channels is an executive leader responsible for the US Value Added Resellers (VARs)& National Service Providers (NSP's) business.
Job description
JOB PURPOSE :
This role will develop, execute, measure, & report the US channel strategic plan and will be responsible for delivering the annual financial results. Additionally this individual will lead a seasoned channel sales organization, develop, enhance, & implement channel programs & offerings, collaborate with global headquarters on strategic & product planning, develop and foster relationships with both existing and new US channel partners to enable profitable revenue growth, define and measure key performance indicators, & report out on financial performance and future planning / investments need to grow the business.
Responsibilities
- Strategic planning including competitive planning, identification of key market segments, designing new channel programs, developing sales plays for both new and existing channel partners.
- Own the channel business financial performance including revenue, profit, and OPEX and be accountable for results and investments needed to grow the business.
- Develop and implement a sales go to market plan that optimizes headcount to focus on acquiring new channel partners, successful partner onboarding, growing existing channel partners, and upsell existing channel partners.
- Create a channel sales engagement model that provides upsell / cross-sell consulting to existing channel partners.
- Utilize a data lead approach to identify & acquire new channel partners
- Create a channel onboarding model that enables successful partner production within the first 90 days.
- Define, implement, and measure partner KPI's monthly and incorporate into corporate CRM.
- Design the strategic channel marketing offerings and work collaboratively with the marketing organization to implement, manage, and report ROI.
- Prepare internal business reviews and financial analyses of strategic business plan, highlighting KPI performance, areas of focus, business issues, areas to improve, and key wins.
- Create a high performance sales culture through servant leadership and effective coaching and mentoring
- Develop, recruit and retain talent high performance talent with creative leadership, coaching, & mentoring
- Work with Learning & Development to Implement effective product & services training along with developing situational sales playbooks
- Motivate sales organization through creating a fun and exciting work environment
- Conduct regular KPI & performance meetings along with hosting quarterly internal and external (w / partners) business reviews.
KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS :
PERFORMANCE MEASURES :
SMB & Mid-Market New Billings
Benefits
Health & well-being
Family
Office
Other
Primary location
San Diego
Additional locations
Time type
Full time
