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Director of Indirect Sales

Alpharetta, GA 30004

Posted: 04/16/2024 Employment Type: Direct Hire/Perm Job Category: Administrative Job Number: 613207 Is job remote?: No Country: United States

Job Description

Job Description:

Maximizing our market potential is key to the growth of our product as well as the sustainability of our diverse and vibrant partnership and clientele
pipeline! Making sure that the strategy and initiatives behind this continual growth are managed properly, will require a leader that also possesses a 
diverse and striking connection to the market with a vast understanding of how to leverage networks in order to maintain the company’s flexibility in 
a very competitive market! The Director of Indirect Sales will be responsible for overseeing and managing sales channels and relationships through 
indirect interaction between the company and end clients. The Director of Indirect Sales will be expected to strategize, set targets and ensure 
effective collaboration to meet sales objectives. Identifying new business opportunities, driving partner negotiations, and owning the forecasting 
process in alignment with sales goals and expectations are all key components of the role. A successful candidate will be proactive, driven, 
competitive, and thrive on uncovering new opportunities that grow business for both the provider and the client. Our Director of Indirect Sales will 
be responsible for accelerating revenue growth across partners globally, guaranteeing that partners are diverse: value-added resellers, managed 
service providers, OEMs, distributors, and affiliates. 
 
Responsibilities:
Deploy strategies and tactical plans for the indirect sales operations based on customer needs synchronized with the region and global
sales objectives
Drive measurable indirect channel sales programs, pipeline development, and resulting revenue, including assisting with program strategy, 
definitions, pricing, and resources
Negotiate with partners (and potentially Integrators) special deals, pricing, timing, service compensation in line with global sales
Ensure a consistent and coordinated approach towards partnerships globally and services by: conducting regular sales meetings with Sales 
Support and executive leadership to review performance of partners, results, forecasting, market intelligence, compliance governance
Drive the yearly performance review, target setting (contractual criteria), sales plan preparation and timely contract renewal with each 
partner
Provide input business planning exercise surrounding market trends, competitor behavior, potential projects and other relevant business 
information
Identify new business, partnership opportunities and customer needs to ensure sustainable growth
Ensure appropriate level of cooperation between indirect and direct sales globally and where appropriate to maximize partner & customer 
satisfaction and results
Responsible for ensuring partnerships comply with all regulatory, technical, legal and competency requirements, including but not limited 
to partnership training, review & audit, improvement & corrective actions, guidance & support as and when required 
Participate directly in the sales cycle for key ‘must win’ opportunities as needed
Build and drive joint strategy and business plans for channel partners globally that includes compelling joint value propositions and clearly 
defined go-to-market initiatives with key sponsors, milestones, and progress tracking metrics
Support the development of sales and technical governance models to maintain leadership input and alignment
Track and report global channel sales and marketing objectives metrics 
Support the design and implementation of joint marketing plans with channel partners and sales teams
 
Knowledge & Skill Requirements:
Proven track record of driving partner revenue and growth with professional services partners with and through an enterprise sales force
Significant experience in sales leadership roles, with a focus on indirect channels
Demonstrated understanding of indirect sales models and distribution channels
Evident and effective strategic ability to drive revenue through indirect partnerships 
 Add a bit of color to your Career!
 C2 - Restricted use
Demonstrated ability to acquire local and national agent distributors and cultivating strategic partnerships to accelerate business 
development 
Exhibited ability to conceptualize and implement sales strategies and training on partner programs

Competencies:
Strong leadership, strategic planning and relationship building skills
Strong networking and communication skills
Commercially focused with the ability to deliver innovative solutions
Ability to handle multiple commercial processes, new business forecasting, and identify challenges to a positive commercial outcome
Passionate sales drive
Forward thinking 
Education/Certification/License Requirements:
Bachelor’s Degree (Finance or Technical is a plus)

Working Experience:
10+ years of commercial sales partnership experience
Preferred Experience:
Fintech industry/automotive lending/finance/banking industry experience

 
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