Position:
Location:

THE ROLE:
IGEL is looking for an extremely bright, experienced manager of strategic partnerships that loves the idea of growing a business through planning and execution through partners! This position is responsible for driving the development of a robust partner ecosystem that leverages the End User Computing technology to deliver value to customers and business partners. This role will specifically focus on Value-Add & Broadline Distributors for the US, Canada, and LATAM. The focus is to drive revenue and ensure customer retention through the reseller ecosystem that these VADs and Broardliners manage. This is a hands-on role working with our existing and new VADs and Broardliners; managing the relationships and ensuring that revenue growth, partner engagement, technical fit and support of their resellers are reaching desired metrics.

This role will report into the VP Channels, EMEA.

• Channel, Partner and/or Business Development experience
• Minimum 7 – 10 years of progressive related work experience with Channel Distributors
• 2 – 5yearswork experience in channel program management/projects
• Working knowledge and experience selling technology solutions to mid-market and SMB customers
• Skilled in developing business plans, contributing to strategic plans, and devising reporting and measurement systems to track and manage KPIs
• Must be willing and able to travel up to 30%
• Proven experience influencing senior-level partner executives
• Strong presentation skills and the ability to describe market transitions
• Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations
• Strong leadership skills with the ability to develop and manage virtual teams
• Strong time management, organizational, and negotiation skills
• An effective oral and written communicator – clear and concise

• Responsible for building the annual plan with each Distributor – Targets for Pipeline, Revenue, Enablement
• Grow Distributor-managed partner sales year over year
• Provide necessary data and reports to distributors to develop and track plan targets and KPIs
• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience: Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management
• Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter
• Lead monthly call update with distributors to cover relevant new company information or content provided in the previous month
• Increase the distributor’s CPQ utilization, provide adequate training, monitor and share CPQ utilization statistics with distributors on a monthly basis
• Responsible for semi-annual IGEL Velocity Program compliance efforts for Distribution Managed Partners, including working with distributor on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners
• Work closely with the Renewals team and distributors to implement new Renewal systems; improve renewals process efficiency and to improve key Renewal business KPIs
• Building and monitoring plans with distributors to drive attendance to important IGEL global, regional events
• Give a F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions
• Facilitating local Sales team engagement with Distribution
• Each distributor is invited to make a presentation to IGEL Sales organization during a weekly Sales meeting at least 1 time per quarter
• Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations
• Regularly share important CRM sales and pipeline reports with Distributors
• Lead weekly forecast call with each distributor to review weekly/monthly/quarterly forecast
• Keep a close view of the open Pipeline on a weekly basis and work with Distributors to process and close orders on the committed close date
• Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no mistakes
• Be onsite/virtual at local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders
• Work actively with Distributor, Channel Manager, and Sales Manager on logistics and coordination of large, multi-site / multi-theatre Global Projects
• Manage the Distribution Rebates by setting targets and defining MBOs; provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report
• Manage all processes and documentation related to Distribution / Marketing Development Funds (DDF / MDF)
• Manage all processes and documentation related to Distribution Co-Funded heads
• Work with distributors and Channel Marketing Manager to have all marketing plans and DDF / MDF plans submitted
• Work with Distributors on marketing plans to drive net-new customers and expansion of installed base
• Attend local sales and marketing events hosted by Distributors andDistimanaged partners
• Work with Distributors and Channel/Product Marketing to develop, land and monitor Channel Sales incentives and promotions for Distributors andDistimanaged partners
• Coordinate efforts and drive alignment between Distributors and IGEL Inside Sales team; proactively schedule sales activities between Inside sales and Distributors