Omnissa is seeking a Director, Americas Distribution Partner Development to lead its distributor relationships and drive accretive revenue growth across North America. This pivotal leader will manage executive relationships, set joint strategies, and ensure operational excellence between Omnissa and its distribution network.
What You'll Do
- Drive accretive partner-sourced Omnissa revenue from North America distributors.
- Manage North America distributor executive relationships and direct day-to-day operational execution.
- Set and implement a joint strategy to recruit, develop and activate new and existing partners that can be leveraged globally.
- Lead the distributor business to drive new and expansion revenue from Distribution-Owned Channel partners.
- Build and execute the strategic distribution direction for North America and collaborate with geo peers to develop a global operating motion.
- Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners.
- Lead the VAD program development and transformation and manage partners to ensure VAD program commitments meet KPIs.
- Direct a quarterly business review process for distributors to track progress on the Omnissa distributor business transformation.
- Refine and implement Omnissa’s distribution rationalization methodology in North America and establish best practices for global onboarding.
- Direct a team that manages month- and quarter-end deal processing with distributors.
- Collaborate with Omnissa product, alliance and partner teams to drive key initiatives centered around distribution.
- Drive Omnissa brand and product focus from Distributors to increase revenue, mindshare and preference.
- Collaborate with partner teams to build and execute a distribution enablement strategy and go-to-market campaigns.
- Direct the creation of an operational implementation template for new distributor onboarding and offboarding globally.
- Drive the strategy for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services).
- Create and manage distribution scorecarding and certification to manage the North America distribution business.
- Partner with key stakeholder teams to identify requirements for systems, process and operationalization of Distribution business.
What We're Looking For
- 20+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies.
- Proven successful history of meeting and attaining partner-sourced revenue targets.
- Successful track record of holding a discreet sales quota and attaining that target by teaching partners how to sell vendor solutions.
- Demonstrated history of acquiring and developing new partnerships.
- Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts.
- Hands-on experience defining and building a distribution channel including surfacing and resolving friction points, developing and delivering training to channel partners, and success working in matrix environments.
- Strong operational, process and analytical capabilities.
- Strong presenter and relationship builder, while holding partner accountable to sales results.
- Proven experience working with key ecosystem vendors and alliances at high growth, market disrupting companies.
- Bachelors degree preferred, or equivalent combination of education and relevant professional experience.
Nice to Have
- MBA is highly desired.
Team & Environment
Lead a team that manages operational execution between Omnissa and distributors.
Benefits & Compensation
- Employee ownership
- Health insurance
- 401k with matching contributions
- Disability insurance
- Paid-time off
- Growth opportunities
- Compensation: USD $270,000 – $450,000 OTE per year
Work Mode
This is a remote position open to candidates based in the USA.
Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind.
