SVP, Global Channels and Alliances

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Job Summary:

The SVP of Global Alliances will be responsible for developing and executing the overall channel sales strategy to drive revenue growth through indirect sales channels. This leadership position requires a combination of strategic vision, operational excellence, and deep expertise in managing channel partners. The SVP will work closely with internal teams, including marketing, product, and sales, as well as external channel partners, to maximize business opportunities and ensure alignment with overall company goals.

Key Responsibilities:

Strategic Leadership:

• Develop and implement the global channel sales strategy aligned with the company’s overall business objectives.
• Identify new channel partners and market opportunities to expand the company’s reach and revenue.
• Lead the channel sales team and oversee the performance of channel partners to achieve sales targets and growth.
• Collaborate with executive leadership to set overall revenue and growth targets.

Channel Partner Management:

• Build and maintain strong, long-term relationships with key channel partners (resellers, distributors, VARs, agents, etc.).
• Negotiate partnership agreements and ensure mutually beneficial terms that maximize sales potential.
• Support and empower channel partners through training, tools, resources, and incentives to drive sales performance.
• Monitor and assess partner performance, ensuring that sales goals and expectations are being met.

Sales Enablement & Training:

• Develop and implement comprehensive training programs for channel partners to ensure they have the necessary product knowledge, sales skills, and support.
• Provide ongoing coaching and development to the channel sales team to enhance their effectiveness in managing partner relationships.
• Equip channel partners with the right marketing and sales collateral to drive sales conversions.

Revenue & Forecasting:

• Own the revenue growth of the company’s channel sales division, setting ambitious yet achievable sales goals.
• Provide accurate sales forecasts, track performance against targets, and report progress to senior leadership.
• Analyze sales data and market trends to adjust strategies and ensure the continued success of the channel program.

Cross-functional Collaboration:

• Work closely with the marketing, product, and customer success teams to align on messaging, product offerings, and go-to-market strategies for channel partners.
• Ensure that the voice of the customer and feedback from partners are incorporated into product development and marketing strategies.
• Partner with the legal team to ensure compliance with contracts and agreements with channel partners.

Competitive Analysis:

• Stay current on industry trends, competitive offerings, and channel partner activities.
• Develop competitive pricing and positioning strategies to stay ahead of the competition and ensure a strong value proposition for partners.

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