Channel Sales Director, Carriers and Service Providers (Global) Good Technology
Channel Sales Director, Carriers and Service Providers (Global)
The Good Carrier Sales team works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success. We are looking for an experienced hands-on, sales-oriented, driven and organized Channel Sales Director to execute on driving incremental revenue through Global Carriers and Service Providers (SPs) sales organizations. In addition, we expect the ideal candidate to be a major change agent at Good, having impact and influence with a high degree of autonomy, energy, flexibility and drive across the direct and indirect sales team. Ultimately, this role will be expected to create real and measurable business results. This position will report to the VP of Carrier Strategy, and there is currently no specific location for this role.
Achieve and exceed assigned revenue targets and overall sales through Carriers and SPs in North America
Manage key relationships in Global Carrier and SP sales organizations
Provide ongoing sales and technical trainings
Build revenue and GTM business plans in addition to marketing plans to drive incremental sales pipeline and revenue with joint development funds
Act as the central carrier strategist to Good?s Regional Carrier Sales Managers to leverage Carrier and SP relationships within assigned geographies
Secure revenue commitments and track pipeline and closed deals for specific agreed upon revenue goals. Provide sales support to ensure carriers and SPs are competitive and capable to win business
Drive and support Carrier and SP sales opportunities and gain the support of Good direct sales resources, in both pre-sales and post-sales activities
Manage channel / sales conflict
Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics
Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue
Effectively collaborate with Good sales team to ensure that leads generated through partners and marketing efforts are co-sold and converted into paying accounts and to identify Good customer needs that could be satisfied with a partnership.
Quickly and thoroughly gain understanding of Good product and Services.
Commitment to excellence, high integrity, high energy, team player
Strong customer and partner focused on establishing and developing long term, lasting relationships
Ability to communicative across every function within Good
Ability to work in a fast-paced environment and proven experience to make an immediate impact
Great communication skills, both written and verbal
Obvious passion and people skills
10+ years in IT-related sales experience through direct and indirect channels
Experience building business and marketing plans with US Carrier and Service Provider markets
Comprehensive understanding of solution selling in a B to B environment
Ability to develop and implement partner business plans that drive partner revenue goals
Detail oriented, very organized, self-starter, understanding of the psychology of sales and the sales process.
Excellent teamwork - organizing and managing with multiple stakeholders
Technically adept, experienced with Mobile Technologies
Ability to work independently and in a team environment
Strives for over-achievement in all aspects of life
Inspired to teach and train others
SaaS experience a plus
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