Channel Sales Director, SugarCRM

• Bachelor's degree in a related field
• 6+ years of experience in channel sales and partner management within a B2B SaaS environment
• The candidate will be a hands-on business manager, humble, yet with gravitas. They will have an excellent understanding of complex B2B SaaS sales, contract and the functions of Marketing, Sales, Services, CSM/CX and support
• Extensive collaboration and leadership skills due to the nature of our matrixed organisation. Data-lead, a planner, action orientated and have high attention to detail
• Having an excellent relationship and communication skillset, the ability to manage multiple moving parts in a complex machine and have a results-driven mindset

Desirable

• The Channel Sales Director role operates within a matrixed organization and plays a crucial role in expanding a company's market reach and driving revenue by building and managing relationships with our current tier 1 channel partners and identifying new partners to recruit in specific vertical markets, with logical geographic coverage to mitigate channel conflict
• The primary focus will be Value-Added Resellers (VARs) with domain knowledge in CRM and ERP, although there could be considerations for Systems Integrators (SIs), Managed Service Providers (MSPs), or other organizations that promote and sell the company's SaaS solutions
• Key responsibilities of the Channel Sales Director are primarily focused on three goals, namely, ensuring new business, current customer growth and renewal goals are met
• This will be achieved through developing channel strategies, managing current tier 1 partner relationships, targeting and recruiting new partners, owning the mutual business planning cycle with accredited channels, coordinating certification, enablement and training with enablement resources, and ensuring ChannelOPS, SalesOPS, Knowledge, Support, Services, Sales, Customer Success, Marketing and Finance, functions are optimized to maximize commercial traction and to remove friction
• The Channel Sales Director will work with channel marketing to define the specific marketing strategies campaigns and programs to support the business plan
• Responsible for monitoring performance, managing partner contract obligations, optimizing channel programs, collaborating cross-functionally, and analyzing market trends, and spotting commercial opportunity within each of their franchises
• The Channel Sales Director will ensure each partner has the capacity to achieve our mutual business plan