RSA Americas Channel Sales Director
•Responsible for the success of all partnerships in the Americas Theater, which includes the United States, Latin America and Canada.
•Proven experience leading and driving incremental business through a variety of Channel Partners types including, National Value Added Resellers, Regional Value Added Resellers, Distribution and Direct Marketing Resellers.
•Responsible for delivering the strategic growth and business performance outcomes of all partnerships in the Americas Theater and leader a team of channel managers assigned to specific partners or regions.
•Own the creation and execution of business plans designed to assign targets for strategic growth and business performance objectives to each partner and closely track ongoing performance of these plans as well as tactical adjustment and related activities.
•Demonstrate command of selling and forecasting large and complex software solution with individual transactions ranging from $100K to $2m+ across multiple lines of business.
•Demonstrate skill, knowledge and ability in developing and successfully implementing sales and marketing strategy (customer segmentation, sales process design, sales role definition, coverage models, sales organization design, goal setting, performance management and sales incentive programs).
•Drive a monthly and quarter operational cadence with channel staff and partners around key metrics relevant to the business plans, including marketing/lead generation, registered new deals/opportunities, pipeline and closed deals.
•Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
•Establish tight working relationship with the RSA field management, regional sales reps and technical sales resources to align and map to partners’ resources to jointly work local training events, lead sharing, pipeline management and all selling efforts.
•Work closely with the marketing function to establish successful support, channel and partner programs in all regions.
•Educate internal and partner sales teams on how to effectively communicate the partner offering, the value delivered by region and revenue goals by quarter
•Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
•Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets
•Travel required to develop relationships with key partners and customers.
•Recruit and vet new partnerships as needed
•Proven sales leader with channel experience in the security software industry for $250M to $1B+ annual revenue software companies.
•Knowledge and familiarity selling advanced security solutions thru single- and two-tier reseller models, including Network Monitoring, SIEM, Endpoint, Governance, Risk & Compliance, Authentication and Access Control solutions.
•Existing experience and relationships required with National VARs & Resellers, Regional Resellers, Distributors and Direct Marketing Firms that focus on advance security solutions in these markets Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting
•Travel is critical (60%+ of time) along with strong business analytical skills
•Strong sales management and partner operational skills
•Proven ability to prioritize and develop strategic plans successfully
•Proven ability to effectively coordinate and work across functional teams – both internally and externally
•Ability to achieve sales objectives and influence others across RSA BU’s and leverage for success
•Demonstrated ability to work well under pressure, thrive in a fast-paced environment and manage multiple projects simultaneously
•Ability to cultivate business relationships through networking
•10-20 years of experience in sales, channel/alliances management, marketing, partner management and/or management of distribution relationships, with clear records of success and progression of responsibility
•Experience recruiting, developing and managing both 1- and 2-tier channels
•B.S. degree minimum, advanced degree (MBA or equivalent) preferred
•Experience with Security, Networking, Enterprise SW Management Solutions is highly desirable
•Diverse background managing sales teams small and large with hands on experience in fast paced problem solving