Director of Channel Sales, Eastern US (Home-based Office) Teradici Corporation
THIS JOB HAS EXPIRED Overview:
We are looking for a talented Director of Channel Sales to represent our Eastern US region. As a home-based team member, you will be responsible for overseeing all aspects of Teradici?s relationships with its partners, distributors and integrators. In this strategic role, you will assist in the identification, recruitment, on-boarding and management of Distribution/Channel partners while also managing the indirect revenue for Teradici.
You will also act as the guardian of the customer relationship, orchestrating the deployment of corporate-wide resources to provide comprehensive product, services and solutions to this indirect channel. To be successful in this position, you will maintain excellent working relationships between the Channel and Teradici?s Direct Sales team and its SI/VAR partners. You will be responsible for contributing to, and assisting in, the building and maintaining of Channel programs, various marketing and financial incentives, legal agreements and constructing Go-To-Market plans.
To be considered for this role, you must have long term, deep knowledge of Channel Sales as it relates to Virtualization (VDI) and experience of VMware/Citrix/Microsoft markets and partners.
Achieve quota as assigned.
Recruit, establish and maintain commercial relationships with partners for all Teradici products.
Contribute to establishing pricing / margin policy.
Manage the forecast for input into the financial plan.
Report on inventory and sell through levels for all products.
Establish and implement key sales and marketing metrics.
Work with Marketing to provide the following:
Technical and sales support material.
MDF or equivalent incentives.
Develop partner training to proficiency, on all assigned Teradici and partner products, programs and systems.
Manage time effectively, meet personal goals and work effectively with other members of the sales team.
Portray a professional image in all communications.
Identify trends in partner satisfaction or dissatisfaction.
Manage sales process for partner opportunities.
Define and manage revenue plan with partners.
Create and manage partners? business plans.
Define and implement regional field engagement plans per partner business plan.
Coordinate partner contract negotiations in support of channel program & legal ? support all contract terms and conditions in effect with partner.
Work with partners and channel program to develop and implement regional partner deliverables which will include: marketing calendar, training calendar and promotional plans.
Manage conflict resolution escalation procedure between partners and direct sales organization.
Identify and secure programs/resources required to increase partner sales.
Comply with all reporting requirements per policy and as assigned. Lead targeted B2B outbound marketing and brand positioning.Ensure that the customer understands all the capabilities of Teradici and how they can benefit the account.
Must have long term, deep knowledge of Channel Sales as it relates to Virtualization (VDI) AND experience of VMware/Citrix/Microsoft markets and partners
Bachelor?s degree or equivalent experience required
Minimum of 10 years? high-tech sales experience required with 5+ years working with distributors
Proven track record in sales
Experience working in a matrix-based environment and able to utilize corporate resources as required
Experience dealing with C-level executives at Fortune 500 companies
Deep familiarity with virtualization, networking, server and data center infrastructure
Strong organizational skills with the ability to manage and prioritize a portfolio of opportunities
Solutions-oriented sales approach and consultative skills
Self-motivated with strong leadership skills
Comfortable multi-tasking in a fast paced environment
Available to travel as required
||Santa Clara, CA |
THIS JOB HAS EXPIRED