Partner & Channel Sales Manager,Resellers, VARs, Distributors

Partner & Channel Sales Manager – Resellers, VARs, Distributors

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Denodo is looking for a creative, focused, well‑organized and highly‑motivated individual to drive partner and channel sales. In this role you will win, maintain and expand relationships with resellers, system integrators, consulting and technology partners and be responsible for achieving indirect sales targets, partner readiness and partner recruitment objectives.

Job Responsibilities & Duties

• Proactively recruit new qualified partners.
• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Assess, clarify, and validate partner needs, gaps and requirements to be successful on an ongoing basis.
• Coordinate with other company teams to deliver adequate partner training for business and technical skills.
• Help partners develop solutions for /with Denodo DV to address client needs and further penetrate the market.
• Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Coordinate the involvement of company personnel to meet partner performance objectives.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
• Assist partners in their customer engagements to help position, promote and sell Denodo.
• Build a strong partner pipeline through co‑marketing programs, account mapping of company and partner.
• Provide regular governance, reporting and management of indirect and joint/co‑selling activities.
• Manage potential channel conflict with other partners or sales channels by fostering communication internally and externally.
• Ensure partner compliance with partner agreements.
• Drive adoption of company programs among assigned partners.
• Monitor performance of partners and coach them to higher levels of success.
• Assist the global Partner Channel and Sales unit in developing efficient partner processes and workflows, company and partner performance reporting, partner marketing and support activities.
• Achieve assigned sales quota and intermediate metrics for partner‑driven sales activity, client meetings, and opportunities.
• Develop and execute partner account plans that meet company standards.
• Maintain high partner satisfaction ratings that meet company standards.
• Complete required training and development objectives within the assigned time frame.
• Achieve assigned goals for growing Denodo‑certified consultants in partner firms.

Desired Skills & Experience

• Bachelor’s / Master’s degree in Business Administration.
• Fluent in English (other languages a plus).
• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software product company.
• Track record of achieving targets with partner recruitment, enablement, opportunity generation and revenue.
• Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem.
• Excellent verbal and written communication skills and ability to interact with technical and business counterparts.
• Experience with “Data or Application Integration”; knowledge/experience in Big Data and/or Analytics is an advantage.
• Willingness to travel 25–50%.
• Team player with positive attitude.
• Nice to have experience in leveraging employee advocacy and social media to network with industry peers.

Seniority Level

Mid‑Senior level

Employment Type

Full‑time

Job Function

Sales and Business Development

Industries

Technology, Information and Internet