Techjobs | Vp Global Channel Development | Australia
vor 1 Monat
2024 has seen a resurgence of enthusiasm about technology's potential to catalyze progress in business and society, and the innovation imperative is stronger than ever.
At Digital.ai, we are dedicated to helping Global 1000 enterprises and key public services achieve their digitization ambitions and deliver innovation at scale.
We help our customers unleash the power of enterprise-ready AI and boost their entire software delivery lifecycle through automation of software delivery workflows so DevOps and security teams can keep pace with the developer productivity that is key for innovation.
Digital.ai's vision is to unlock the endless digital possibilities that can be achieved by harmonizing the development of software through AI-powered software delivery.
Digital.ai founding principals have always been to help enterprises scale software delivery, manage DevSecOps tooling complexity, and derive a better understanding of the value software delivers through the application of analytics, machine learning and artificial intelligence.
Digital.ai's platform unifies, secures, automates, and generates predictive insights and intelligence across the software lifecycle that allows teams to identify bottlenecks, analyse delivery trends, and uncover risks earlier in the software delivery process.
We help leaders manage tradeoffs and decision making with intelligence powered by AI so they can guide their teams to focus on the right innovations and creativity required to improve the business.
About the role: The Vice President, Global Channel Development works closely with other GTM leaders and regional Channel Leaders across our three main operating territories (APAC, EMEA, Americas) to define, develop and grow our channel program.
The VP Global Channel Development is responsible for all key channel motions including: VARs, regional SIs, Cloud Marketplaces and Resellers.
This is a builder and operator role.
You will evaluate global partner coverage, identify gaps in areas where our direct sales team may lack coverage or where increased bandwidth is warranted, and focus on recruiting the right partners who can help fill those gaps.
Additionally, you'll play a critical role in bringing partners up to speed to effectively drive revenue growth through collaboration with our direct sales team and markets that are channel-exclusive.
Key Responsibilities
Assess Global Coverage & Identify Gaps: Analyze the current partner landscape and identify areas where our direct sales teams are lacking coverage or where revenue can be accelerated in areas where coverage exists.
Focus on building a partner program that enables the recruitment and relationship development with high value partners that can strategically fill those gaps.
Maximize Opportunities in Cloud Marketplaces: Work closely with AWS, Google Cloud, and Azure sales organizations to evangelize and promote usage on their platforms.
Achieve Sales Targets: Meet assigned sales volume and strategic objectives within designated partner accounts.
Lead Partner Planning: Proactively lead joint partner planning processes to establish mutual performance objectives, financial targets, and critical milestones.
Enable and Train Partners: Own the partner enablement and training process, including the development of training materials, partner certification programs, and assets that support partner success.
Coordinate with Direct Sales Teams: Collaborate with Digital.ai's direct sales teams in regions with overlapping markets to drive sales through partners in areas of joint focus.
Coordinate with Marketing Teams: Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline and deal progression.
Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits.
Resolve Channel Conflict: Manage and mitigate potential conflicts with direct sales teams by fostering clear communication and adhering to established channel rules of engagement.
Ensure Partner Success: Establish productive relationships with key personnel within partner accounts, ensure compliance with partner agreements, and drive adoption of Digital.ai programs.
What you will bring:
7+ years of channel sales development and management experience in the software industry Demonstrated progressive channel leadership experience globally ideally within the software DevOps industry Experience building and managing channel programs in multiple regions around the world (Americas, EMEA, APAC, US Public Sector) Demonstrable track record of success in worldwide channels strategic planning, owning sales targets and managing sales forecast Exceptional written, verbal, and interpersonal communication skills Proven ability to identify gaps in direct sales coverage and develop strategic partnerships to fill those gaps Experience with AWS, Google Cloud, and Azure marketplaces Experience working with cross-functional teams and driving alignment between direct and indirect sales channels Ability to excel in a fast-paced, collaborative environment Salesforce.com expertise Why is Digital.ai a great place to be?
Digital.ai offers great benefits including:
A leading technology sales compensation plan, including significant incentives for over-achieving Robust benefits options including Medical, Dental, Vision and other plans Unlimited access to continuous learning and professional development with TalentLMS Flexible working arrangements in a remote setting Opportunity to work with a diverse, globally distributed team Digital.ai is firmly committed to Equal Employment Opportunity (EEO).
We maintain compliance with federal, state, and local laws that prohibit employment discrimination based on age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications.
We welcome everyone and believe that diversity is the foundation of innovation.
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