Director, Channel Sales

Posted 12 days agoViewed

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💎 Seniority level: Director, 7-10 years

📍 Location: USA

💸 Salary: 150000.0 - 185000.0 USD per year

🔍 Industry: Software Development

🏢 Company: Nebius

🗣️ Languages: English

⏳ Experience: 7-10 years

🪄 Skills: LeadershipBusiness DevelopmentCloud ComputingCommunication SkillsNegotiationAccount ManagementClient relationship managementRelationship managementSales experienceStrategic thinking

Requirements:

A minimum of 7-10 years of channel management experience, with a proven track record of working with enterprise-level partners in the SI, MSP, and VAR sectors.
Strong, existing relationships with key SIs, ISVs, and MSPs who have a track record of serving enterprise customers.
Strong technical knowledge of cloud-based solutions, with experience enabling partners to sell complex products (preferably GPU IaaS or similar cloud infrastructure solutions) to enterprise customers.
Demonstrated experience in working with enterprise sales teams and marketing functions to co-create sales strategies, develop marketing materials, and execute joint initiatives that resonate with large-scale enterprise customers.
Ability to develop high-level strategic plans for enterprise channel growth while also diving into the tactical aspects of partner enablement, contract negotiations, and performance tracking.
Experience selling, enabling, and supporting enterprise solutions, particularly in cloud, IaaS, and GPU-based offerings.
Demonstrated success in driving revenue growth and scaling partner ecosystems in an enterprise context.
Ability to present Nebius effectively on presentations, with senior leadership, technical teams, and enterprise partners, ensuring clear and actionable messaging around Nebius’ offerings.

Responsibilities:

Build and deepen relationships with top SIs, MSPs and VARs, ensuring alignment with Nebius’ strategic goals and objectives.
Design, develop and execute partner enablement programs that equip partners to successfully position and sell Nebius’ GPU IaaS solutions.
Work closely with hiring manager to align on strategic priorities, partner initiatives and business growth opportunities.
Partner with team members to negotiate agreements, finalize contracts and ensure smooth implementation of sales enablement initiatives.
Identify new partnership opportunities within the SI, MSP and VAR segments, driving incremental revenue growth.
Collaborate with sales teams to ensure seamless integration of partner activities into the broader sales strategy, tracking progress against key metrics.
Monitor and analyze partner performance, providing actionable insights to refine programs and maximize impact.

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🔧 Requirements

10+ years of experience working for a fast-paced Fintech SaaS or Payments company.
5-7 years of experience in Payments Sales
3-5 years of experience leading a Payments Sales Team
B2B Payments expertise– deep knowledge of all elements of the payments sales processfrom statement analysis to quoting and through application and account staging.
Driving sales and a proven track record building relationships and targeting key decision makers to push opportunities and partnerships forward.
Working with and leading virtual teams across functions and geographies.
Creating operational rigor, identifying and replicating core KPIs
Partnerships in Fintech industry a plus.

💡 Responsibilities

Coach and executive sponsor a team of highly skilled and passionate Payments and Software Sales Representatives responsible for closing deals referred by VARs and Strategic Partner Sales Teams to maximize sales
Deploy best-in-class sales strategies and processes, and co-create and execute the blueprint for the team’s success
Act as the primary point of contact for Customer prospects’ inquiries, concerns, and escalations.
Negotiate high value agreements and terms to ensure favorable terms for both our Customers and Versapay.
Maintain a deep level of understanding of our ERP Partner programs and how we advance to top tiers to ensure Versapay is a strategic partner to Netsuite, Microsoft, and Sage Intacct
Collaborate with partner team to leverage partner relationships to meet bookings targets and develop joint marketing initiatives, co-selling opportunities, and co-development projects.
Establish key performance indicators (KPIs) and operating mechanisms to continuously measure the success and effectiveness of partnerships
Monitor sales team performance and track progress towards achieving target
Provide regular reports and updates to senior management on sales activities and outcomes including leads passed, conversion rates, pipeline generated, and pipeline closed.

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Posted about 2 months ago

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