Partner And Channel Sales Director, Resellers, VARs, Distributors

As a Channel Sales Manager at Denodo, you will be responsible for driving Denodo's India Channel Sales by winning, maintaining, and expanding relationships with channel, reseller, GSI, systems integrator / consulting partners, and hyperscalers. Your role will involve achieving sales, profitability, and partner recruitment objectives while working closely with marketing and Direct Sales colleagues to drive joint demand-generation and accelerate opportunities through partners. You will operate at a strategic level, creating new programs and incentives to grow the partner ecosystem for sales and services that meet the needs of both partners and customers.

Key Responsibilities:

• Proactively qualify and recruit new partners, including on-boarding.
• Establish productive relationships with key personnel in assigned partner accounts.
• Assess, clarify, and validate partner needs to ensure ongoing success.
• Coordinate with other company teams to deliver adequate partner training for business and technical skills.
• Lead solution development efforts that address end-user needs, involving necessary company and partner personnel.
• Lead a joint partner planning process to develop mutual performance objectives, financial targets, and critical milestones.
• Coordinate company personnel to meet partner performance objectives and expectations.
• Utilize the Denodo partner program to drive beneficial partnerships.
• Meet assigned targets for sales volume and strategic objectives in assigned territory and partner accounts.
• Build a strong partner pipeline through co-marketing programs and field mapping.
• Provide governance, reporting, and management of indirect and joint/co-selling activities.
• Manage potential channel conflicts by fostering excellent communication and ensuring partner compliance with agreements.
• Drive adoption of company programs among assigned partners.
• Monitor partner performance and coach them to higher levels of success.

Qualifications Required:

• BS/BA or higher degree.
• 5+ years of experience in a similar role with a focus on channel sales and channel development for a software company.
• Experience in Data Management software is highly beneficial.
• Track record of results-oriented sales and partner management.
• Excellent knowledge of reseller, systems integrator, hyperscalers, and consulting ecosystem.
• Excellent verbal and written communication skills.
• Sales experience is advantageous.
• Willingness to travel around 25-50%.

- Positive attitude and ability to work effectively within a team.,