Director of Channel Development

BackOffice Associates   •  

Atlanta, GA

11 - 15 years

Posted 272 days ago

This job is no longer available.

Director of Channel Development – Remote – US – Atlanta, GA

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BackOffice Associates, LLC is a worldwide leader in information governance and data migration solutions, focusing on helping customers manage one of their most critical assets – data. Our company’s range of products, built on a revolutionary platform, address the needs of business users seeking to unlock the value of their data assets. BackOffice Associates’ products and services enable organizations to accelerate growth, gain actionable visibility and reduce risks. Founded in 1996, BackOffice Associates has an unparalleled record of success in the most complex data environments across a variety of industries. Customers include many Fortune 1000 companies including Eli Lilly, Kraft and Dow Chemical. BackOffice Associates is a global corporation headquartered in Massachusetts with additional offices in the U.S., Australia, Europe and Asia. We are looking for energetic, self-directed, committed and goal- oriented individuals with the desire to join a world-class organization.

 

Position Summary

The Director of Channel Development is an integral part of the BackOffice Sales team. Reporting to the Global VP of Channel Sales, the person in this role will be tasked with leading sales efforts directed towards new GTM partners. Building on its existing success with partners such as SAP and Infor, the company is extending its market reach through new strategic partnerships and deepening existing relationships. In this role he/she will be responsible for both acquiring new strategic partners and leveraging existing ones.

The Director of Channel Development will identify and secure strategic partnerships that can deliver accelerated revenue growth to BOA. She/he opens doors and drives new partnership development, performing analysis of the partner’s business operations, growth goals and objectives.

 

Primary Responsibilities:

  • Aggressively identify and build new partner relationships to profitability grow and accelerate revenue
  • Act as the champion of our software and services value proposition to new partners
  • Effectively engage business executives (GVP, SVP & C Level) within SI and ISV’s to define and execute opportunities for mutual business growth
  • Lead the sales cycle with the partner, from strategic approach, defining solution opportunities to business modeling and term sheet negotiations
  • Work to streamline and accelerate business development process for new partnerships
  • With the GVP, evaluate the partner’s strategy and product development plans and
    organizational structure, using that, develop a pursuit plan that positions BOA to fit the partner’s business model and objectives
  • Manage the partner contractual process internally with BOA’s legal team and externally with the partner
  • Accurately set, manage, and meets revenue targets
  • Ensure partners meet expectations relative to pipeline development, technical capabilities, support functions and other commercial practices
  • Work with BOA regional sales resources to achieve/exceed revenue goals
  • Determine proactive competitive strategies and targeted sales campaigns specific to partner’s capabilities and needs and successfully articulates, positions, and differentiates BOA’s offerings
  • Generate presentation and marketing materials targeted at prospective business partners, as well as partnership proposals
  • Build a continuous sales pipeline in support of securing new business and ensuring the partner’s business success as a BOA partner
  • Prepare and provide business reviews to BOA and Partner senior and executive leadership teams
  • Support presentations and trade shows, partner events, and other industry events as required
  • Travel as required to be successful in the role, approximately 50%

 

Qualifications:

  • BS or BA Degree or commensurate experience
  • 10+ years proven partner acquisition experience within an enterprise software environment
  • Strong professional presence with credibility in the enterprise software industry
  • Previously demonstrated ability to create and manage successful strategic relationships with global GTM Partners
  • Demonstrated experience closing new partnership relationships with Software-as-a-Service (SaaS), traditional software companies and Systems Integrators
  • Demonstrated ability to meet and exceed revenue targets
  • Experience in managing complex negotiations and in working with legal staff
  • Outstanding communication skills, including prospecting, presenting, negotiating and ability to clearly present complex ideas in ways that engages end-user audience
  • Track record of success in an entrepreneurial culture requiring resourcefulness and the ability to develop and close deals with a demonstrated ability to exceed quarterly quota targets
  • Experience using Salesforce.com or similar CRM
  • Valid passport and the ability to travel up to 50%, or as needed to be successful in the role
  • Must have a valid driver’s license