Director, Global Channel Operations

8 - 10 years experience  •  Biotech/Pharma

Salary depends on experience
Posted on 02/22/18
San Diego, CA
8 - 10 years experience
Biotech/Pharma
Salary depends on experience
Posted on 02/22/18

Basic Function and Scope of the Position:

The Director of Global Channel Partners is responsible for operating and scaling a best in class Global Channel Partner Distribution organization ensuring capabilities and readiness to support regional commercial GTM strategies.  The Director will lead the rationalization and growth of indirect channels through a structured approach that aligns markets and segments with strategic growth potential and customer needs to partner capabilities.  Critical to success will be the ability to partner globally and cross-functionally with commercial leadership to establish strategic alignment to accelerate revenue via third party partners.

The Director will lead field channel development, content & communications, enablement and operations which includes contracts, compliance, channel analytics and business applications development. This role reports to the Sr. Director, Global Channel Strategy and Partnerships.  Success will be defined by revenue growth, new market access, optimization of program design and development, maturing the channeltechnology platforms and processes and ultimately improving the partner and customer experience.

Tasks and Responsibilities:

Channel Strategy             

  • Joint planning for GTM & RTM and End-customer coverage design
  • Collaborate with sales leadership to develop partner capacity planning models
  • Partner breadth and geographic coverage
  • Partner selection, onboarding and deselection
  • Partner staffing model

Program Design & Development

  • Drive clarity and alignment on indirect partner types, profile, and roles definition
  • Optimize program elements via best practices, “voice of the partner” and “voice of field” initiatives such as the surveys, channel advisory council and global channel meetings along with commercial operating mechanisms
  • Ensure compliance by channel partners and oversee program entitlements by partner types
     

Channel Policies & Process Definition and Optimization

  • Manage partner onboarding processes, including application, agreement, and access to training and other program benefits via the partner portal
  • Institute channel change management and approval processes

Growth Enablers

  • Lead channel partner and Partner Account Manager development, training, and enablement
  • Develop and optimize lead management and enablement tools and programs
  • Ensure channel development team is equipped to support pre- and post-salessupport needs
     

Develop channel Marketing capabilities

  • Marketing to partner, through partner and to end-user directly
  • Demand generation tools and programs
  • Co-marketing funds & rules

Field Operations

  • Resolve or escalate channel conflict and provide support for complex partner sales issues
  • Act as the main point of contact for all indirect channel related activities and manage all program reporting and tools
  • Responsible for executing a global sales meeting on behalf of Illumina’s indirect channels
  • Define and manage program metrics and channel analytics

All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities. Work withchannel enablement function to develop goals and initiatives to drive partner learning

Preferred Educational Background:

  • Minimum of a bachelordegree in the biological sciences, chemistry, genetics or business/communications
  • MBA or other related degree in business, marketing, communications highly desirable.

Preferred Experiential Background:

  • Minimum 7-10 years’ experience in channelsales or channelmarketing
  • Proven track record and experience in channel programs
  • Salesexperience highly desirable.

12461-JOB

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