Senior Channel Management Director
Job Summary
The Senior Director of Channel Management leads Sales Operations and channel strategies for the NAM region. This role focuses on driving sales pipeline growth, optimizing processes, and managing channel partners including distributors and resellers. The position involves defining performance metrics, forecasting, and cross-functional collaboration to ensure regional targets are met.
Responsibilities
- Lead Sales Operations and KPI management
- Drive channel strategy and partner performance
- Manage forecasting and sales pipeline reporting
- Streamline sales processes and internal tools
- Direct Inside Sales and support teams
Required Skills
- 10+ years in channel/sales leadership
- Strong commercial and financial acumen
- Change management and process optimization
- High-level data analysis and forecasting
- Relationship building and influencing skills
Job Details
Essential Responsibilities:
- Lead Sales Operations for NAM including daily management of KPI, pipeline reporting, forecasting, pacing, and orders forecast and margin transparency.
- Process optimization - streamline sales processes to improve productivity and enhancing communication channels.
- Support Sales enablement through tools and training.
- Sales Data management - to ensure accuracy and accessibility.
- Lead and manage the Channel (rep's, distributors, resellers) management team.
- Defining operating rhythms with the Channels, provide forecast for each channel.
- Define channel performance metrics, compensation plans, and clearly defined roles and responsibilities for Channel's partners to follow.
- Define performance improvement actions for under performing channels.
- Lead key NAM GA Sales processes such as forecasting, commercial long term strategy planning, account reviews, win-loss analysis, transfer pricing, etc. Work with NAM region Finance and Operations to establish the operational forecast.
- Lead ITO Inside Sales/Sales Support team and associated processes, tools and activities.
Qualifications / Requirements:
- Bachelor's degree from an accredited university or college, or equivalent experience.
- Minimum of 10 years leadership experience in channel management and sales operations.
- Ability to travel 25-50% as required.
Desired Characteristics:
- Process and KPI driven.
- Strong commercial acumen and growth orientation.
- Knowledge of financial analysis and risk, tax, and legal principles and analysis.
- Solid track record in implementing change.
- Effective influencing and relationship building skills.
- Sound people management and decision-making skills.
- Customer focused and results-oriented.
- Strong executive presence and communication skills.
- Strong solutions and services mindset.
- Outstanding business judgment.
- Demonstrate high energy and ability to energize others.