Channel Sales Director

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Requirements:

• Track record of success in establishing and scaling profitable channel partnerships.
• Ability to use leadership and sales acumen to train and develop an indirect sales staff.
• Self-motivated with a willingness to learn and enhance skills.
• Problem-solving mindset and strong EQ.
• Successful negotiation skills.
• Excellent written, verbal, and presentation capabilities.
• Proven experience in selling into SLED markets with awareness of unique challenges and opportunities.

Responsibilities:

• Recruit, qualify, onboard, train, and manage a portfolio of channel partnerships to accelerate indirect sales revenue.
• Forecast and manage channel partner sales pipeline.
• Establish productive, professional relationships with key executives and senior stakeholders within each partner relationship.
• Lead quarterly joint partner planning processes to develop mutual performance objectives and go-to-market strategy within each partnership.
• Assess partner needs and manage LVT personnel involvement to meet expectations.
• Handle channel conflict through communication and adherence to engagement rules.
• Ensure partner compliance with agreements.
• Develop solutions for partner and end-user escalations, complaints, and needs.
• Collaborate with Channel Team on defining the channel partner ecosystem and strategic partnerships.
• Sell through partner organizations to end users.
• Create partner training and certification programs.
• Deliver marketing collateral to channel partners.
• Implement PRM software for deal registration and pipeline management.
• Represent LVT at industry trade shows and events.
• Specialize in selling into SLED markets.