Director, Channel & Alliances (Central)

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Requirements:

• 8+ years of quota-carrying experience in partner management, channel sales, or business development roles
• Proven experience working with hyperscalers, technology alliances, and system integrators to exceed pipeline and ARR goals.
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting sales targets
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases and AI technologies is desired.

Responsibilities:

• Work with partner marketing, field marketing, Cloud Sales directors, and the regional sales leader to develop and execute a regional partner strategy to drive new revenue growth and expand partner relationships.
• Identify, recruit, and onboard new partners; nurture existing partnerships to maximize their potential.
• Collaborate with internal sales, marketing, and product teams to create partner programs, co-marketing initiatives, and sales enablement tools.
• Conduct regular business reviews with partners to assess performance, set goals, and develop action plans for improvement.
• Provide training and support to partners on product offerings, sales strategies, and market trends.
• Monitor market trends and competitor activities to inform partnership strategies and opportunities.
• Represent the company at industry events, conferences, and partner meetings to enhance visibility and build relationships.
• Track and report on partnership performance metrics, providing insights for continuous improvement.
• Lead contract negotiations and finalize partnership agreements.
• Collaborate with legal and finance teams to ensure compliance with legal and financial requirements.
• Maintain accurate documentation for auditing and compliance purposes.