Director - Channel Sales - Integrated Partner Channel - Remote, Maryland

GatedTalent Connecting Top Executive Search Firms And Executives
US - Maryland - Annapolis
December 29, 2024

An organization is seeking a SIS Director, Channel Sales, Integrated Partner Channel who will lead and execute a critical function within SIS Sales.
Working closely with the Director for Sales and Growth, the Director will help identify, forge, and improve successful, high growth relationships with resellers, integrators, Prime contractors, and other partners across the Public Sector and Regulated Industries space.
The Senior Director will be the prime lead in working with the SIS Distributor to align the right partners for the right opportunities across the SIS Go-To-Market (GTM) Strategy.
The Director will establish and enhance relationships between the company and SIS preferred federal distributor to accomplish measurable objectives in the recruitment, education, development and sustainment of a dedicated sales channel ecosystem.
Key performance metrics will include partner sales conversion rates, competitive bid win rates, qualified pipeline to attainment ratios, and others.
Job Responsibilities:

Develop and implement partnership strategies with the Public Sector divisions of SIS PUBSEC Distributor.
Execute the agreed upon strategies by assisting distributor's partner organization in identifying potential new VARs and onboarding processes.
Collaborate with Regional Sales Leaders across several Public Sector territories (SLG, Higher Education, Federal, Regulated Industries, etc.) to drive strategic initiatives and foster collaborative relationships.
Co-own the annual partnership planning process, including joint investments, working closely with the Marketing and Sales Enablement teams that directly drive Public Sector licenses and service offerings.
To execute these plans, the Senior Director will also be responsible for the development of the sales strategy and execution across Public Sector focused teams at VARs, GSI's and FSI's.
Establish a regular rhythm of business and executive cadences to ensure alignment and mutual success with company leadership & partner leadership including but not limited to Quarterly Business Reviews.
Track pipeline and independently measure success with assigned VAR & GSI accounts, exploit areas of opportunity, and identify areas of improvement.
Partner with direct account/territory AEs on overall account strategy and execution.
Support, enhance, and recommend lead generation initiatives with Marketing team to target/maximize channel contributions to SIS public sector pipeline.
Support Sales Enablement and Channel Partner onboarding to accelerate growth in sales volume and quality across the sales funnel.
Job Requirements:

Experience required:

Degree Requirement:
Bachelor's Degree or equivalent.
12-15 years of experience as a mid- to senior-grade sales director and account manager in multiple accounts across the US Public Sector.
Experience must include success as a sales quota-carrying director/executive and extensive rolodex across Public Sector prime contractors, resellers, integrators and government decision makers.
Special Requirements:

US Citizen, with active Top Secret security clearance and eligibility for TS/SCI.
At least 10 years of documented success in supporting a partner-led sales model and working closely with leading technology distributors.
At least 10 years of consultative-based solution selling of security-related technologies (physical, virtual, cyber-based, etc).
At least 10 years of selling, building channel selling ecosystems, of integrated technology stack capabilities (hardware, software, and enabling professional services).
Demonstrable knowledge of, and prior experience working with, strategic partners to identify enabling API integrations.
At least 5 years of experience leading Go To Market (GTM) strategies, tactics, and plans for sales channels.
Working knowledge of SaaS applications operating in a public cloud infrastructure including Google, AWS, Azure.
Domain expertise in either US Public Sector or Regulated Industries.
Previous experience working at a medium to large company engaging division-to-division personnel and central teams.
Desired Requirements:

Expertise in channel selling and/or direct selling to US Intelligence Community clients.
Start-up experience, especially with respect to position for, and capturing of, new logos in Public Sector markets.
Experience in selling hardware-based technologies and commodity storage capabilities.
Home office-based in northern Virginia or Maryland; able to readily support sales calls at partner and distributor locations across the DC Metro Area.
Strong verbal and written communication skills and high competency related to the use of common CRM suites, presentation software and document creation/management tools.
Travel Requirements:

Domestic travel is required up to 1 time per month and up to 3 days per trip.
Where:
Remote, Maryland
• JPKR
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Read the full job description and apply online on the recuiter's web-site

Director - Channel Sales - Integrated Partner Channel - Remote, Maryland

Director - Channel Sales - Integrated Partner Channel - Remote, Maryland

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