Channel Sales Manager, BI

Company Description

insightsoftware is a global provider of comprehensive solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely and informed decisions. With data at the heart of everything we do, insightsoftware enables automated processes, delivers trusted insights, boosts predictability, and increases productivity. Learn more at insightsoftware.com

Job Description

We're looking for an experienced Channel Sales Manager to manage and grow new Channel Partners for our Business Intelligence business unit. Products include Vizlib, Fiplana (both to expand and enhance Qlik Solutions), and Power ON (Microsoft Power BI and Fabric partner ecosystems). In this role as Partner Manager, you will implement a multi-year plan to rapidly grow revenue through recruiting, onboarding, and activating new Channel Partners within the Qlik, Fabric, and Power BI spaces. Your primary focus will be to execute revenue growing strategies as well as managing go-to-market programs.

Pipeline fidelity and generation is paramount to the success of the role.

Partner Sales Planning and Execution

• Excels at recruitment, onboarding, and activating partners into productive mode quickly. Constantly assessing and prioritizing the needs of the region, by insuring the right partners are pursued and committed to mutual success.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Coordinates the involvement of company cross department personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners' expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
• Assists partners in their customer engagements to help position, promote and sell insightsoftware solutions.
• Builds a strong partner pipeline through tailored vertically focused initiatives, co-marketing programs, account mapping of company and partner.

General Partner Management

• Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and 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 and coaches them to higher levels of success.

Accountabilities and Performance Measures

• Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory. Achieves intermediate metrics for partner-driven sales activity, client meetings, and opportunities.
• Develops and executes partner account plans that meet company standards.
• Maintains high partner satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

Organizational Alignment

• Reports to the DVP NA Channel Sales
• This is a remote opportunity
• Enlists the support of territory direct sales, inside sales, marketing, service resources and other sales and management resources as needed.
• Closely coordinates company executive involvement with partner and customer management as appropriate.

Qualifications

• 7+ years of experience in a similar role with a strong focus on indirect sales and channel development for a software product company.
• Track record of achieving targets with partner recruitment, enablement, pipeline generation and bookings revenue.
• Experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus.
• Excellent verbal and written communication skills and able to interact with technical and business counterparts both within and outside the company.
• Hungry to learn and coachable. Critical thinker with innate interpersonal skills.
• Team player with positive attitude. FIRE IN THE BELLY.
• Entrepreneurial and self driven. Wants to WIN.

Additional Information

All your information will be kept confidential according to EEO guidelines.

** At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **

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At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.