Channel Sales Director

ABOUT THIS ROLE

The Channel Sales Executive wins, maintains, and expands relationships within a channel portfolio to accelerate revenue growth. This role is crucial for driving indirect sales and ensuring the success of channel partnerships. The Channel Sales Executive is responsible for achieving sales, profitability, and partner recruitment objectives, with a specific focus on SLED (State, Local, and Education) markets. This position requires a deep understanding of the SLED market dynamics and the ability to navigate the complexities of selling to government and educational institutions.

In this role, you will be the key driver of our channel strategy, responsible for building and nurturing relationships with channel partners. You will work closely with partners to develop joint business plans, align on mutual goals, and execute go-to-market strategies that drive revenue growth. Your ability to manage partner relationships, resolve conflicts, and ensure compliance with partner agreements will be essential to your success.

You will also play a pivotal role in developing and delivering training and certification programs to enhance the sales capabilities of our partners. By collaborating with the Channel Team and other internal stakeholders, you will help define our channel ecosystem and identify potential strategic partnerships that can further our business objectives.

RESPONSIBILITIES

• Recruit, qualify, onboard, train, and manage a portfolio of channel partnerships to accelerate indirect sales revenue.
• Forecast and manage channel partner sales pipeline.
• Establish productive, professional relationships with key executives and senior stakeholders within each partner relationship.
• Lead quarterly joint partner planning processes to develop mutual performance objectives and go-to-market strategy within each partnership.
• Proactively assess, clarify, and validate partner needs on an ongoing basis while managing the involvement of LVT personnel to meet partner expectations and performance objectives.
• Manage channel conflict through excellent communication internally and externally and through strict adherence to channel rules of engagement.
• Ensure partner compliance with partner agreements.
• Lead solution development efforts that best address both partner and end-user escalations, complaints, and needs, while coordinating the involvement of all necessary LVT and partner personnel.
• Collaborate with Channel Team to further define the LVT channel partner ecosystem and methods for categorizing potential strategic partnerships.
• Sell through partner organizations to end users in coordinated efforts with channel partnerships.
• Create partner training and certification programs focused on value-based selling strategies.
• Deliver marketing collateral to channel partners.
• Collaborate on the implementation of PRM software to manage channel partner deal registration, opportunity creation, and pipeline management.
• Be an LVT brand ambassador to prospective customers and partners through travel and presentation at industry trade shows and events.
• Specialize in selling into SLED markets, leveraging expertise and relationships to drive growth in state, local, and education sectors.

QUALIFICATIONS

• Track record of success in establishing and scaling profitable channel partnerships.
• Ability to use leadership and sales acumen to train and develop an indirect sales staff.
• A self-motivated, keen learner who takes ownership and thrives in a fast-moving environment.
• A builder mentality with a zest for problem-solving.
• Strong EQ, socially and situationally perceptive.
• Prowess for successful negotiation.
• Excellent written, verbal, and presentation skills.
• Proven experience in selling into SLED markets, with a deep understanding of the unique challenges and opportunities within state, local, and education sectors.

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