Director of Channel - USA

Job description


About Snapt

Snapt is an application delivery designed for today and tomorrow. We develop Application Delivery Controllers (ADCs) with load balancing, web acceleration, WAF, and GSLB for traditional, hybrid, and cloud-native environments. Snapt is on the bleeding edge of modern, software-centric, and cloud-native ADC solutions and is designed to help the next generation of makers build tomorrow's digital landmarks.


About the Role

We are looking for a dedicated and analytical Director of Channel US to join our organization. The responsibilities of the role include channel and alliances strategy, overseeing daily channel sales activities, meeting with major partnership prospects and/or clients, as well as developing and implementing partner campaigns to expand revenue and market share in the region.


Responsibilities:

  • Designing and implementing strategic partnerships, channel and alliances strategy for North America
  • Developing and implementing programs to drive expansion of the partnership base, deepen engagement with existing strategic partners and grow revenue
  • Augmenting and improving existing partner operations / management in the region
  • Develop resales strategies and Go-to-Market plans with our partners, including mutually agreed outcomes/messaging
  • Develop executive level agreement and support within the channel eco-system
  • Designing and manage quotas and forecasts in relation to the broader partnerships/channel team in North America
  • Cultivating demand generation activities/events with partners
  • Evangelizing Snapt products with current and potential partners by influencing a broad spectrum of decision makers
  • Managing partner business performance and map partner capabilities/priorities with Snapt’s goals and strategies to meet business goals
  • Working with partners to build a partner sourced pipeline, nominate partners to receive inbound/outbound leads, and ensure pipeline tracking accuracy and health
  • Recruiting and hiring partnerships / channel staff in North America and developing training programs.
  • Growing and managing channel teams in North America over time, and maintaining operations with direct reporting from (and responsibility for) these team members
  • Liaising with the marketing department in the creation of promotional materials for the company's products and services and providing input on campaign direction.
  • Identifying where improvements can be made and developing plans and strategies to achieve partnership / channel goals.
  • Outlining and managing channel budgets.
  • Setting quarterly and annual revenue goals and motivating the channel teams to achieve their goals.
  • Monitoring the market and competitor products and activities and providing detailed forecasting.
  • Reviewing customer activity, anticipating customer needs, and improving customer satisfaction as it relates to the channel.
  • Creating channel sales reports and providing feedback to the leadership team at company meetings.
  • Establishing and maintaining key channel, partnership and alliance relationships.
  • Ability to define and manage multiple routes to market
  • Self-driven and motivated



Requirements

  • Bachelor's degree in a business-related field.
  • Master's degree in a business-related field may be advantageous.
  • Minimum of seven years' experience in a sales leadership position in respect of b2b high tech solutions, ideally in computer, networking and security.
  • Minimum of two years' experience in a senior (C-level) leadership role may be advantageous.
  • In-depth knowledge of selling strategies and methods, as well as employee motivation techniques.
  • Strong working knowledge of the company's products, competitive products, and the market.
  • Excellent leadership, communication, interpersonal, and customer service skills.
  • Great strategic planning, organizational, and creative thinking skills.