Job Description:
$100-$120K plus bonus

Must have experience in the development of channel programs within the technology industry. Must have past experience negotiating reseller contracts.

Travel: 20-30%

-Work closely with SVP Channels to set channel partner strategy and programs.
-Define and articulate potential partner value proposition and business case (business proposition).
-Research and identify new key channel partner candidates and alliance partners capable of generating new revenue streams and /or augment product/service offerings.
-Provide business case analysis and facilitate approval processes for channel partner programs and new product development initiatives.
-Lead Cross-functional team with Product Development and Marketing to successfully launch new partnerships.
-Define program metrics and produce post launch follow-up, measurement, analysis, evaluation and feedback. Constantly review and evolve programs to ensure sales alignment.
-Maintain C-Level partner relationships with Director, Partner Programs.
-Develop and maintain term sheets, partner business plans and go-to-market strategic plans for all new partner/alliances.
-Work with cross functional teams including marketing, product development, legal and finance and administration to continue to grow partner program success.
-Establish the registration process for all new partners.
-Responsible for transitioning new on-boarded partners to channel program team to manage.
-Negotiate initial reseller agreement and establish process flow for billing contracts, OSO and sales engagement models.
-Establish guidelines and best practices for margin requirements and initial pricing protocols.
-Develop channel infrastructure to support channel readiness (MDS funds, Co-Op marketing programs, pricing tools, portal requirements, marketing campaigns, training etc.).
-Responsible for teaming with other organizations (Marketing, Training, etc.) to develop and implement programs to support: parrtner sales training, marketing programs, and ongoing partner support.
-Maintain ongoing relationship and communication with Sr. Levels within partnerships by scheduling Governance meetings between both companies’ Sr. Executives.

Required Skills:

-College Degree preferred but will consider applicants with equivalent work-related experience with a minimum educational requirement of a H.S. Diploma or GED equivalent.
-Preferred BA or BS or equivalent combination of education and experience. MBA a plus.
-5 years experience in Channel Sales Management/Channel Development.
-Prior experience in selecting targeted partners and interfacing with a large, direct, business-to-business sales force.
-Proven proficiency and understanding of sales process, business planning, and product development in the IT services or related industry.
-Excellent oral and written communication and presentation skills required.
-Strong interpersonal skills.
-Ability to conceptualize and sell ideas internally.
-Innovation and the ability to gain consensus is necessary.
-Negotiation skills essential.
-Must be a strong team player.
-Good analytical skills.
-Must be well organized.

Contact information:
Mike Stapinski
jobs@nextstepsystems.com
Next Step Systems
www.nextstepsystems.com