Director of Alliances and Channel Sales in Wilsonville, OR

$200K - $250K(Ladders Estimates)

Apcon   •  

Wilsonville, OR 97070

Industry: Information Technology


8 - 10 years

Posted 43 days ago

Purpose of Job

The Director of Alliances and Channels will be responsible for driving revenue growth across APCON's channel organization including resellers and distributors, and developing strong alliances with technology partners within our market ecosystem.

The Director's responsibilities will include being responsible for managing a Channel Sales Team to identify, pursue, and engage new partners with a focus on channel accountability and growth. In addition, the Director will engage with technology partners to develop new go-to-market strategies that drive incremental revenue growth for APCON Solutions. The Director will manage a small team that drives the Alliances and Channels strategies globally.


  • Leads and manages APCON's Channel Sales organization
  • Partners with VP of Global Sales to devise strategic sales plans by region to rapidly improve channel sales productivity and meet revenue targets across assigned territories
  • Identifies, cultivates, and establishes new and existing channel business sales relationships within assigned regions; includes working with current, past, and potentially new Channel partners
  • Grows the APCON Channel partner ecosystem by selectively adding new reseller partners in key markets, retaining productive channel partners, and improving sales performance of each channel partner
  • Collaborates with internal and external stakeholders to define account strategy by highlighting APCON advantages and influencing technical decision makers and technical influencers within the APCON partner community
  • Develops and implements region-wide sales plans consistent with company vision
  • Sets Channel Sales team member goals and accountabilities; provide performance feedback on results to include annual performance reviews
  • Meets quarterly channel sales targets and hold team accountable for individual and team results
  • Trains and leads Channel Sales Team to help successfully close business opportunities
  • Builds and maintains customer relationships to ensure customer satisfaction
  • Meets and/or exceeds sales objectives and quota
  • Attends trade shows and other end-user-facing events and demonstrates products and product advantages to booth attendees

Qualifications and Requirements

  • 8+ years' outside channel sales experience selling into data centers and large enterprises
  • 4+ years of senior-level sales leadership experience or equivalent level role
  • Account knowledge of the Fortune 1000 companies
  • Account knowledge of key reseller companies in the U.S.
  • Knowledge of key reseller companies in Europe, Middle East and Asia Pacific Japan preferred
  • Proven track record of building strong relationships with internal and external stakeholders
  • Proven ability to prioritize, balance, and self-manage multiple simultaneous projects and activities
  • Demonstrated performance in prior roles with outstanding execution, problem solving skills, resourcefulness, and creativity
  • Ability to communicate technical information effectively to technical and non-technical stakeholders

Core Competencies

  • Strong interpersonal skills; ability to communicate professionally across the organization
  • Excellent organizational, planning, presentation, troubleshooting, and multi-tasking skills
  • Ability to maintain a high level of confidentiality and professionalism
  • Strong attention to detail and exceptional customer support
  • Proficient in Microsoft Office Suite, and CRM systems like SugarCRM
  • Must be able to work independently and as a team member
  • Ability to prioritize and be flexible in a fast-paced environment


  • Bachelor's Degree and/or the equivalent experience

Valid Through: 2019-10-31