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VP of Channel Alliances

The VP of Channel Alliances will be responsible for driving revenue and strategic relationships with agency and reseller partners globally. The leader will have extensive experience to facilitate the development of joint solutions and business plans with the partner ecosystem to grow ACV, customer success and renewal targets.  Qualifications include both sales, alliances/channels and marketing experience supporting a SaaS platform across both the enterprise and SMB markets.

 

Reporting directly to the CRO, the VP of Channel Alliances will: facilitate joint selling between strategic partners and direct sales teams in order to drive growth; identify and develop account targets, define the value and industry proposition, and engage and train sales teams on the GTM solutions; establish rules of engagement and operational escalation procedures to quickly identify and resolve issues; monitor partner's business results, making recommendations for improvements to increase market penetration.

 

Responsibilities:

  • Lead a small global alliance team in helping to define and execute the overall go-to-market strategy across strategic partners including, but not limited to, improving reach, onboarding, enablement, marketing and support of our partner channel as we accelerate our growth into the next phase and beyond
  • Manage and develop existing channel relationships with agencies and potential resellers to maximize revenue and reduce the sales cycle
  • Establish and maintain executive relationships for designated channel partners and ensure that revenue targets, reporting requirements, and technical expertise across partners are met
  • Collaborate with Visual IQ senior executives and other internal department-level managers to develop and maintain a coordinated growth strategy
  • Work with multiple sales and technical teams within Visual IQ and across channel partners to execute joint technology, marketing, and sales initiatives
  • Excellence in all areas of strategy development, including project management, business analysis, problem solving, recommendation, and consensus building
  • Ensure partner representation at relevant internal forums and appropriate events
  • Manage complex negotiations and serve as a liaison to legal resources

Qualifications

  • A minimum 10 years of channel sales and sales leadership experience, selling enterprise solutions to large organizations and deep familiarity and understanding of the digital agency and marketing/media technology ecosystem
  • Proven track record of managing complex sales situations through resellers and referral partners, and have had substantial success in developing new markets and establishing a comprehensive indirect channel.
  • Experience building out and leading a channel distribution strategy at relevant SaaS providers to help companies grow from $50M in revenue and beyond.
  • Experience working within publicly traded companies to drive revenue through partnerships, alliances and channel programs, preferably in the digital marketing/media/analytics SaaS ecosystem
  • Effective planning and forecasting required to successfully build and maintain a robust channel pipeline
  • Pre-existing relationships with agencies, consulting organizations and managed service providers globally a plus.
  • Strong initiative and superior ability to think creatively, coupled with excellent presentation, written, and overall communication skills
  • Ability to travel as opportunity requires (50%)

 

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