Senior Director Channel Management
Job Summary
The Senior Director of Channel Management leads Sales Operations and channel strategies for the NAM region to drive growth and meet quarterly targets. This role manages KPI reporting, process optimization, and cross-functional collaboration to ensure pipeline accuracy and sales effectiveness. The position also oversees the channel management team, including distributors and resellers, while defining performance metrics and operational rhythms.
Responsibilities
- Lead Sales Operations and KPI management
- Streamline sales processes and data management
- Manage channel partners (distributors/resellers)
- Oversee forecasting and commercial strategy
- Lead Inside Sales/Sales Support teams
Required Skills
- 10+ years leadership experience
- Sales operations expertise
- Financial and risk analysis
- Strong commercial acumen
- Change management 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