Senior Director, Global Channel and Alliance Sales

Spirent Com   •  

San Jose, CA

Industry: Internet Services


11 - 15 years

Posted 395 days ago

Job Overview:

As Senior Director, Global Channels and Alliances, you will drive the acceleration of our global partner organization, developing and leading a global partner program that delivers collaborative, high-performing strategic alliances and partner sales organization.  You will report to the Executive Vice President of Global Sales, working jointly with Spirent's leadership team to develop and implement win-win channel partner programs, sales processes, go-to-market strategies, and business development initiatives to generate incremental revenue in Spirent's targeted growth areas.


Why Spirent... because together we can shape tomorrow!

Spirent offers unique career opportunities where you can set your innovative spirit free.  Our customers look to us to provide services and products that are at the forefront of the telecom industry.  We are large enough to provide a wide-range of opportunities, but small enough for you to make an impact.

Spirent is its people and when you join Spirent, you will work alongside some of the best subject matter experts in the industry.  Success is important to us and so is having a work/life balance.  We believe that you should be able to pursue your career aspirations in an innovative and creative environment, as well as explore your personal passions.  At Spirent, we want you to love your work and your life too!

Your journey begins here. So, let’s discover the future together - apply today!

Job Responsibilities:

Build and drive joint strategy and business plans for global channel partners by segment and geography that includes compelling joint value propositions, clearly defined go-to-market initiatives with key sponsors, milestone and progress tracking metrics.

Provide leadership for effective "deal level" collaboration between sales and partners at both new and existing customers to drive new logos & influence revenue. Participate directly in the sales cycle for key ‘must win' opportunities and facilitate co-sell opportunities where appropriate.

Establish and execute sales and technical governance models to maintain leadership input and alignment. Develop key partner infrastructure, including sufficient and scalable processes, forecasting, compensation, training, and operational initiatives.

Oversee partner enablement to ensure partners are properly trained and motivated to sell and deliver Spirent product and service offerings. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded.

Work cross-functionally with Sales Operations, Engineering, Product, Sales, Professional Services and Support to ensure internal messaging alignment, operational coordination and evangelization of partner strategy.

Work with Marketing to recommend and help produce requisite and up-to-date assets that support overall alliance objectives and to ensure the execution of programs and events to drive channel leads, pipeline and deal progression.

Job Requirements:

10+ years' prior global channel and alliances management experience in the telecommunications or data communication industry. Experience in test and measurement strongly preferred.

Bachelor's degree in electricalengineering, computer science, business, marketing or other relevant field. MBA preferred.

Team player who is goal-oriented and confident, with demonstrated ability to work effectively across teams, functions and geographies.

Demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.

Proven ability to grow and close large global accounts through partners, selling a combination of products and services.

Outstanding track record of consistently meeting/exceeding revenue and corporate objectives.

Skilled at business planning and securing field sales, channelsales, and partner sales leadership commitment to the plan.

Ability to articulate a clear vision of the future state, outline the steps required to get there, and secure the commitment of senior management to meet quarterly objectives (revenue, demand generation, and enablement).

Diligent at measuring and communicating progress towards a plan, identifying roadblocks and coming up with appropriate resolutions.

Strong capabilities in building and executing channel strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management.

Collaborative, self-directed leader with proved influencing skills: the ability to obtain results in an organization that he/she does not control.

Highly professional persona and polished demeanor, with exceptional communications and interpersonal skills, and a mature senior management presence.

Adaptable and flexible, able to work and thrive in an environment that is evolving and constantly changing.