Vice President of Channel Sales

STATUS: Full-time permanent
REPORTS TO: Chief Operating Officer

Position Summary:

Decisions is a fast-growing, private-equity backed technology company that provides the only seamlessly integrated workflow and rules platform for business process automation. The Company is trusted by some of the most well-known and respected Fortune 500 companies and SMBs around the world including LEGO, Pfizer, Rite Aid, Staples, and American Express. By using Decisions’ no-code BPM platform, customers across industry verticals are empowered with the ability to rapidly automate and transform their business processes, improve operational efficiency and drive company results, regardless of technical skillset.

We are looking for a Vice President (VP) of Channel Sales to join our core Sales team. As VP of Channel Sales, you will be focused on partner strategy and the execution of programs to grow the partner network that will lead to revenue impact. As a part of sales, you will collaborate with marketing, services, and training/enablement teams to build a fully integrated and highly valued partner ecosystem. This role is a high impact, quota-carrying, sales channel, and alliances position that plays an integral role in the overall success of the company.

In addition, you will lead a small team of Account Managers and Consultants responsible for identifying, recruiting, and managing an assigned account base of indirect software sales partners which generate revenue by executing channel programs to sell new and existing company services and products to B2B clients.

The purpose of this role is to manage day-to-day activities with authorized Value Added Chanel Partners. This role is critical in ensuring partners are actively focused on Decisions and generating revenue to achieve stated sales quotas, reporting to the Chief Operating Officer.

Essential Functions

  • Manage and develop relationships with third-party software solution clients for sales engagements, system integrators, and value-add resellers.
  • Provide oversight and direction for the technology operations team responsible for support and driving usage for existing platforms.
  • Develop effective rollout strategies for new programs and sales channels.
  • Work closely with leadership to strategize on new programs and processes.
  • Manage the volume and distribution of leads in the assigned territory.
  • Maintain the accuracy and timeliness of the sales forecast.
  • Motivate the sales team to constantly improve its performance and provide consistent performance feedback to Account Executives.
  • Conduct territory review sessions with each Account Executive at least once per quarter and bi-weekly coaching sessions with all Account Executives to review reporting accuracy, overall pipeline management, new account coverage, existing account penetration, deal strategies, individual educational needs, and win/loss rationale.
  • Work supportively with colleagues, operating in a collegiate manner at all times and in line with the Company’s values.

Experience

15+ years of experience leading customer-facing organizations and proven customer support operations leadership. Successful development of new strategic partnerships within both the existing as well as targeted new base of partners experience including but not limited to:

  • Develop and implement scalable customer support processes and systems.
  • Manage influence through persuasion, negotiation, and consensus-building.
  • Successfully background in post-sale and sales experience.
  • Strong empathy for customers and passion for revenue and growth.
  • Deep understanding of value drivers in recurring revenue business models.
  • Build business plans with designated partners to create positive outcomes for partner organizations.
  • Be responsible for revenue across defined partner channels; manage programs to maximize sales revenue/influence revenue from all partners
  • 5+ years’ experience in IT Channel Development/Strategic Alliance with proven results initiating and developing complex partnerships.
  • Collaborate with sales teams to provide partners that add value to our current and prospective customers, identify incremental opportunities and assist in current sales pursuits.
  • Develop and maintain partners cross-functionally to promote marketing programs, enhance partner portals, partner product certifications, train and develop.
  • Strong network of contacts with Strategic Channel Partners.

Other skills

  • Ability to present your designs and sell your solutions to various stakeholders.
  • Ability to solve problems creatively and effectively.
  • Must be a self-starter, goal-oriented, and able to work with a high degree of autonomy.
  • Ability to work in a high-energy, dynamic environment.
  • Creative ideas with a problem-solving mindset.
  • Proven track record of building and operating a successful business development or partner function.
  • Analytical and process-oriented mindset.
  • Demonstrated desire for continuous learning and improvement.
  • An enthusiastic and creative leader with the ability to inspire others.

 

Requirements:

Qualifications

Technical Certification and Education

  • BA/BS from an accredited university required
  • Masters or higher in relevant field preferred

Work Conditions:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The noise level in the work environment is usually moderately quiet. The work environment is primarily indoors. The position may require travel.

Other:

Decisions offers a high growth environment with excellent compensation and eligibility for our 401(k), health/dental insurance, PTO and more.

Decisions is an equal opportunity employer. Minority/Female/Disability/Veteran

Ability to meet the physical demands of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Employment is contingent upon successful completion of the background investigation and pre-employment drug screen.

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