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Omnissa · 9 hours ago

Director, Americas Distribution Partner Development

California, United States

Full-time

Hybrid

Director/Executive

$270K/yr - $450K/yr

10+ years exp

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. The Director of North America Distribution will lead distributor partners to drive revenue growth and expand market share, ensuring operational execution between Omnissa and its distributors.

Consumer ApplicationsCyber SecurityInformation TechnologyOnline PortalsSoftware

No H1B

Responsibilities

Refine and Implement Omnissa’s distribution rationalization methodology in North Americas and establish best practices / oversight for distribution onboarding globally

Collaborate with partner leadership to build and execute strategic distribution direction for North America and provide operating template, partnering with geo peers, for global implementation

Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors

Manage North America distributor executive and day-to-day relationships, as well as strategic global relationships, setting and implementing a joint strategy to deliver partner sourced revenue from new and existing partners

Manage growth of Distribution-Owned Channel partners to drive partner-led sales expansion

Manage monthly- and quarter-end deal processing with distributors working closely with Omnissa operational teams

Collaborate with Omnissa product and alliance teams to drive/lead key global initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners

Lead the VAD program development and manage partners to ensure VAD program commitments are executed to meet established KPIs. Collaborate with partner and sales leadership, finance, and operations teams to manage VAD incentives and goal setting

Drive Omnissa focus from Distributors around technologies/products to increase revenues, mindshare and preference within distributor and partner organizations

Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns with key alliance partners

Take lead on developing global business plan with global distribution partners, partnering and obtaining buy in from geo leadership, to define and ultimately obtain and surpass annual target goal(s)

Set an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally

Drive the strategy for and requirements 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 and collaborate with geo peers to implement globally

Work with partner operations and other stakeholder teams to identify requirements for systems, process and operationalization of Distribution business

Qualification

Distribution channel managementPartner relationship managementRevenue growth strategyEnterprise software experienceSaaS sales experienceAnalytical capabilitiesTraining developmentOperational executionPresentation skillsCollaboration skills

Required

10+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies

Track record of driving incremental partner sourced revenue by developing partner relationships that are managed by distribution partners

Demonstrated history of acquiring and developing new partnerships

Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts to and through distributors

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 partner relationship manager

Understanding of key ecosystem vendors and alliances at high growth, market disrupting companies