Director/Head, Channel Sales EMEA

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Requirements:

• 10+ years of experience in Partnerships/business development/partner management/Alliances.
• Strong leadership and interpersonal skills; thrives in dynamic environments.
• Ability to think strategically and operate tactically.
• Deep experience with Cloud Providers, building co-sell motions with them.
• Experience with Resellers, GSIs, RSIs, and boutique SIs.
• Exceptional presentation and prioritization skills.
• Undergraduate degree, technical major and/or MBA a plus.
• Relevant sales experience in an Enterprise SaaS organization.
• Experience with developer and/or technical products, preferably in the API market.
• Experience presenting to senior managers and the C-suite.
• Experience designing and running partner programs.
• Multi-lingual in English, German, French is a big plus.

Responsibilities:

• Set and communicate the vision, goals, and KPIs for the Channel and Alliances you manage.
• Design, build, and scale the relationship and GTM activities with your partners.
• Promote partners’ capabilities to field teams for new business initiatives.
• Help develop and execute an effective sales strategy.
• Build an annual plan to align channel strategy with direct selling.
• Communicate effectively with Sales Operations and cross-functional leaders.
• Collaborate to design compensation plans.
• Lead technical and business negotiations with legal teams.
• Educate and promote growth for direct reports.
• Build pipe and accelerate deals through partner sourced opportunities.
• Produce repeatable Partner Solutions and GTM strategy.