Channel Sales Director

As Regional Channel Director for South Europe, you will manage all channel sales and business development aspects of indirect business in the defined region. The successful candidate will report directly into the VP of Channels for EMEA and directly manage and lead a team of Partner Business Managers (PBMs) across multiple countries within the region. The primary objectives will be to build and execute a growth strategy with your team based on a set of focused partners capable and committed to lead with Commvault’s Cyber Resiliency platform – Commvault Cloud Unity. As a leader your focus will be on incremental growth and ensuring our partners our enabled and primed to be successful and profitable as part of the Global Channel strategy.

Position Responsibilities include:

• Establish overall Channel GTM strategy and execution plan for the defined region focused on incremental channel sourced growth
• Successfully implement KPIs and Cadence for your direct PBM team to ensure role clarity and optimum execution for growth
• Lead and coach PBMs to maximize their capability and unlock future growth potential driving Personal development plans for your individuals to ensure their focus and well being as part of a great work life balance
• Flawlessly display ability to manage key in region senior stakeholders whilst directly reporting into the EMEA channel function. With a strong dotted line to Regional Corporate Vice presidents successful candidate must ensure collaboration with the region and alignment to the sales strategy
• Drive toward 30%+ growth by identifying Key Big Bet Partners that are capable and committed to taking Commvault’s enterprise solutions to market.
• Gain agreement with EMEA and sales leaders and cross function stakeholders to execute ‘big bet’ plans
• Own Exec level relationships in key partners and distributors to ensure top down execution of agreed plans and KPIs
• Have operational control and cadence around activity on a monthly basis to ensure successful execution on plan.
• Redefine enablement and outcome based sales plays to lead partners to sell based on solving customer problems rather than technology based sales.
• Focus partners on driving subscription in a resell motion as well as working with other members of the management team to drive future facing ultility sales specifically as Commvault moves towards a ‘as a service approach’ with key partners and distributors
• Develop a pipeline to ensure regular and predictable income that not only achieves target, but which out-performs against declared financial goals to provide for sustainable growth.
• Provide and achieve meaningful sales forecasts on a monthly, quarterly and annual basis utilising Salesforce.com.
• Provide hands-on coaching to all your team members through regular reviews, appraisals and joint meetings.
• Develop strong relationships with peers across the company with particular emphasis on the sales and service organisations to ensure a common approach.
• Initiate, develop and promote relationships with third parties as required thus broadening the scope of the company’s business activity through increased market penetration.
• Keep abreast of new technology in order to prescribe appropriate remedies to meet the client’s business requirements.
• To market the company, ensuring that the organisation receives positive exposure to enhance the brand image in the account.
• Lead and inspire staff to achieve their maximum potential and deliver predictable revenue; customer and staff satisfaction.

Position Requirements include:

• Minimum 3 years’ experience at a Regional Channel leadership level leading channel partners and distributors in a leading ICT organisation
• Proven ability to run a forecast and own a number across multiple regions as part of the wider sales team
• First class communication skills written and oral, specifically English speaking, to ensure communication and uptake of the plan across multiple territories in your region
• Critical to the role is a proven ability and experience to manage partners across multiple countries in a matrix environment
• Degree level education with a significant sales experience working for a technology company preferably within the unified data management market.
• Has been a “key leader” in sales within multinational and multicultural environment; successfully designed and implemented Sales Strategy.
• Consummate people leader with the ability to inspire motivate and lead staff.
• Can sell “conceptually” and possesses the demonstrable ability to translate Commvault offerings into perceived business benefits. Furthermore, to have a good working knowledge of business issues and how to develop solutions to solve them.
• Can pro-actively explore and develop new opportunities within clients via partners to increase Commvault market penetration.
• Experience of effectively communicating at all levels within a client organisation as well as their own.
• A high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution. Understands all aspects relating to “ownership”
• Excellent verbal and written communication skills, confident presenter.
• An ability and desire to operate within a quality environment and use the productivity tools and process available to Commvault, good attention to detail.
• Demonstrable business and commercial/legal awareness, intellectual vigour and creativity.

Originally posted on Himalayas