Denodo is the leader in data virtualization - providing unmatched performance, unified access to the broadest range of enterprise, Big Data, cloud & unstructured sources, & the agilest data services provisioning & governance - at less than half the cost of traditional data integration. Denodo's customers have gained significant business agility & ROI by creating a unified virtual data layer that serves strategic enterprise-wide information needs for agile BI, big data analytics, web & cloud integration, single-view applications, & SOA data services across every major industry. Founded in 1999, Denodo is privately held.

In the 2015 Forrester Wave for Enterprise Data Virtualization, Forrester recognized Denodo as a leader in Data Virtualization & mentioned, Denodo is executing well on its vision to support more enhanced connectors & adapters to new sources; improve scale & performance to support complex & real-time analytics, & integrate with leading in-memory computing & cloud platforms.

The Opportunity

Denodo is looking for a creative, focused, well-organized & highly-motivated individual to drive their Partner & Channel Sales in East NA. This individual will win, maintain, & expand relationships with channel, reseller, & systems integrator / consulting partners & is responsible for achieving sales, profitability, & partner recruitment objectives. The role carries an Indirect / Influenced Sales quota & requires working closely with marketing to drive joint demand-generation & with Direct Sales colleagues in the field to accelerate opportunities through partners. Operating at a strategic level, the candidate will help create new programs & incentives to grow partner ecosystem for sales & services that meet the needs of both partners & customers, so this position is not routine.

Function

Strategy & Business Development

Responsibilities

Recruitment, Enablement, Development

• Proactively recruits new qualifying partners

• Establishes productive, professional relationships with key personnel in assigned partner accounts.

• Proactively assesses, clarifies, & validates partner needs, gaps & requirements to be successful on an ongoing basis.

• Develop training materials, create presentations for resellers. Coordinate with other company teams to deliver adequate partner training for business & technical skills

• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company & partner personnel.

Sales Planning & Execution

• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, & critical milestones associated with a productive partner relationship.

• Coordinates the involvement of company personnel, including direct sales, marketing, support, services, & management resources, in order to meet partner performance objectives & partners' expectations.

• Meets assigned targets for profitable sales volume & strategic objectives in assigned territory & partner accounts.

• Depending on the territory may achieve revenue goals working in several sales models:

  1. Direct territories: Generate opportunities through partners & connect with Denodo direct sales teams in those territories to consummate sale

  2. Indirect-only territories: Sells through partner organizations to end users in coordination with partner sales resources.

  3. VARs: Enable partner organizations to handle unassisted sales to end users

• Build a strong partner pipeline through co-marketing programs, account & field mapping of company & partner sellers

• Provide regular governance, reporting, & management of indirect & joint/co-selling activities

General Partner Management

• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally & externally, & through strict adherence to channel rules of engagement.

• Ensures partner compliance with partner agreements.

• Drives adoption of company programs among assigned partners

• Monitors performance of partners & coaches them to higher levels of success.

• Assist the overall business development team in developing good PRM systems, efficient partner workflows, company & partner performance reporting, partner marketing & support activities to enhance the partner program.

Accountabilities & Performance Measures

• Achieves assigned sales quota (Indirect / Partner-Influenced Sales) in the territory. Achieve intermediate metrics for partner-driven sales activity, client meetings, & opportunities.

• Meets assigned expectations for profitability.

• Completes partner account plans that meet company standards.

• Maintains high partner satisfaction ratings that meet company standards.

• Completes required training & development objectives within the assigned time frame.

• Achieve assigned goals for growing Denodo-certified consultants in partner firms

Organizational Alignment

• Reports to the SVP in Strategy & Business Development Group

• Enlists the support of territory direct sales, inside sales, marketing, service resources, & other sales & management resources as needed.

• Closely coordinates company executive involvement with partner & end-user customer management as appropriate.

• This position may have direct report staff assigned to support responsibilities within specific territories or programs.

We require:

• BS/BA or higher degree

• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales & channel development for a software company.

• Track record of results-oriented sales & partner management that sets & achieves metrics for partner recruiting, enablement, opportunity generation, revenue.

• Excellent knowledge & experience of the workings of reseller, systems integrator & consulting ecosystem. Past relationships & network is a plus.

• Excellent verbal & written communication skills to be able to interact with technical & business counterparts both within & outside the company.

• Professional sales training would be an advantage but not essential.

• Willingness to travel around 25-50%.

• Be a team worker with a positive attitude.

Employment Practices

• We are committed to equal employment opportunity.
• We respect, value & welcome diversity in our workforce.
• We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, & we will not be obligated to pay a referral fee.