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The Director of Channel Sales is responsible for leading a team of Channel Sales representatives to drive sales efforts to meet and exceed Net New Annual Recurring Revenue (ARR) targets from a specified Area. This is an extremely hands-on role that will actively manage their teams who are responsible for building partnerships and growing Net New business through strong partnerships within a specified Area. The Director will align with the strategy for Channel Sales growth to execute strategic plans, grow pipeline and achieve revenue goals.
Responsibilities:

Manage a team of Channel Sales representatives to execute revenue strategies, and exceed KPIs and ARR targets.
Drive the day-to-day activities of Channel Sales reps through daily team standups, close analysis of sales statistics and pipeline reviews.
Engage with partners directly to build strategic relationships and growth of key partnerships.
Assist Channel Sales reps in building partner sales engagements and closing deals with partners.
Develop, drive and guide our partner activities to foster excellent relationships with new and existing partners aligned to the partner stratification to grow net new revenue.
Conduct weekly rhythm of the business reviews with VP and other sales enablement teams to identify trends and provide feedback on areas of opportunity and improvement.
Validate sales representative staging and Area pipeline health to ensure accurate forecasting.
Collaborate with senior leadership and SMB, Mid-Market and Enterprise leaders to align the business and drive growth through partners.
Collaborate with Area Customer Success Leader to ensure the teams are aligned with all sales strategies and goals.
Conduct interviews with potential sales candidates to build a world class sales team.
Manage Area sales budget requests for events, trade shows etc.
Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.

Minimum Qualifications:

Minimum 4 years Channel sales experience required
Minimum 2 years of people management experience in the assigned area required
Experience in IT Channel Sales (SaaS preferred)
Bachelor degree or equivalent higher education experience, desirable
Experience collaborating with Partner businesses and leading Channel sales teams, desirable
Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
Experience with Salesforce, a plus
Experience with Gmail and Google Docs
Experience with MS Office (Word and Excel)
Experience with web browsers (Chrome, Internet Explorer, etc.)
Strong verbal and written communications
Excellent time management and organization skills
Excellent strategic planning, problem solving and analytical
Infectious positive, can-do attitude
Ability to provide productive feedback and coaching to sales leaders and teams