Head of Partnerships EMEA, Udemy

• 5+ years of experience in sales and channel partner management
• The ideal candidate will have experience managing resellers in a SaaS environment
• Strong sales background and acumen
• Knowledge of and experience selling into Europe, Middle East and Africa
• The candidate will have experience building partner rebate programs, establishing minimum thresholds and rebate tiering to attract new partners
• Proven success and consistently achieved and exceeded channel revenue goals

Desirable

• Establish a comprehensive channel strategy and partner recruitment plan across the entire region with an initial focus on recruiting public sector and software reseller partners in the UK, Germany and France
• Recruit, onboard and manage both referral and reseller partners to support Udemy Business sales
• Drive partner created sales pipeline across all segments with the assigned sales leaders
• Ensure every UB Enterprise AE in the region has a partner strategy which supports partner created pipeline
• Partner with our Sales Enablement team to design and deliver onboarding training and ongoing enablement to our resellers
• Meet on a weekly or bi-weekly basis with each partner providing deal coaching, training and other support as needed
• Clearly communicate the rules of engagement with our resellers and Udemy Business sales team in order to minimize and manage channel conflict
• Responsible for managing and updating processes related to partner qualification, recruitment, contracting, and Salesforce management
• Work closely with our Partner Ops Manager to create more efficiencies related to how we manage and track our channel deals in Salesforce
• Collaborate with the Marketing team on partner events and localizing customer marketing materials as needed
• Host QBRs with partners and EMEA sales leaders to review pipeline and progress against revenue targets
• The Channel Partner Manager is responsible for holding our resellers accountable for results
• Meet regularly with our EMEA sales leaders to qualify and roll out new partnerships, enable current partners, in addition to addressing challenges together as they arise
• The manager will travel as needed to train our partners, attend meetings, and co-host events