Director, Partner Sales

Director, Channel Sales UK&I   -  (Internally titled, Director, Partner Sales)

The Director, Channel Sales UK&I will be responsible for profitable sales generated from Park Place Technologies’ partner network. The individual in this role will serve as a manager, leader and coach to a team of channel Partner Business Managers.  You will develop and execute a strategy for UK&I partners to promote and sell Park Place Technologies services and offerings.  You will ensure that the Partner Business Managers are working effectively with channel partners to identify and nurture opportunities through effective sales and technical training, demand generation marketing efforts and mutual business planning. You will liaise with our Park Place Technologies Sales Directors for Territory and Enterprise accounts to maximise sales engagement with our Account Managers, who work alongside the partners sales team to progress and close opportunities.

What you’ll be doing:

• Leads assigned team and business segment to deliver required results.
• Meets and exceeds assigned targets for profitable sales volumes and strategic objectives in assigned partner accounts
• Develop and maintain executive and key influencer relationships with channel partner firms
• Fosters and maintains a positive, growing relationship and mindshare with partners and their sales force
• Engage with the partners’ sales team by driving programs, initiatives, training participation and pipeline awareness to support opportunity progression
• Articulate the value of investing in selling Park Place Technologies services to the channel partners
• Help partners develop a profitable maintenance services business model
• Co-sell with partners to close sales opportunities and interact with our account managers through our partner engagement model
• Navigate Park Place Technologies on behalf of the partner to acquire critical resources to help close deals
• Proactively lead joint partner planning sessions that are focused on incorporating Park Place Technologies’ offerings into the partners’ strategy that meet mutual goals and objectives. Document the goals and assigned action items.  Ensure that all are completed to everyone’s satisfaction.
• Strategically identify, recruit and develop new channel partner firms.
• Work with the marketing team to develop channel marketing programs, including but not limited to deal registration, training, incentives, and co-branded collateral
• Document account information, contacts, opportunities and activities in CRM
• Stays current with industry changes in technology and influences.
• Stays current with company’s objectives; may lead the company into new, profitable revenue streams.
• Consistently meets and exceeds goals and attains quota.
• Participates in sales team and other company meetings.
• Manages pipeline and prepares reports to support business decisions.
• Responds to miscellaneous channel partner and customer requests.
• Directs business development activities within and outside of team.
• Consistently achieves and exceeds goals and quotas for self and team.
• Other duties as assigned.

What we’re looking for:

• Minimum of 5 (five) years of channel experience in a IT infrastructure and associated services sales environment; knowledge of servers, storage and networking technologies with a proven ability to provide an integrated solution to prospects and customers.
• Knowledge of channel partners in the UK&I market, for example from the CRN top 100 UK&I partners, and their sales and service leaders.
• Experience as a Channel Sales Team Leader or Manager.
• Directly related sales management experience.
• Work results that include success in achieving progressively high quota or other sales related goals.
• Demonstrated track record of customer acquisition and retention.
• Proven ability to prospect, qualify, negotiate, manage and close deals and the ability to coach team to achieve the same.
• Leadership experience with a documented record of achievement.

Bonus Points:

• N/A

Education

• Bachelor’s degree

Travel:

• 50%