Director, Channel Management

ImpactSearch Partners - Remote

Essential Duties and Responsibilities:

• Proactively assessing, clarifying, and validating partner needs on an ongoing basis.

• Driving adoption of company programs across the partner ecosystem.

• Cross-sale enablement of under-utilized “white space” client products within the partner ecosystem

• Maintaining operational focus on partner launch, retention and revenue growth strategies across both current and future distribution and referral partners.

• Ensure partner compliance with partner agreements.

• Maintaining a regular cadence of meetings with sales stakeholders to keep apprised of partner activities, developments, and issues.

• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement.

• Renewing and modifying existing partner agreements as necessary to optimize revenue and expand relationships.

• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet partner performance objectives and partners’ expectations.

• Operationalizing repeatable and scalable programs and processes that accelerate partner go-to-market cycles, client penetration, user adoption, transaction, and revenue growth.

• Facilitating regular recurring meetings/calls with partners to understand business objectives, solicit product and service feedback and cross-sell new products/services.

 

Qualification Requirements:

• Bachelor’s degree required; MBA preferred.

• At least 10 years’ experience building and managing third-party distribution channels across financial institution channel partners.

• Excellent written and verbal communication skills

• Strong bias for action with the ability to work independently from a home office

• Aptitude for sales – exceptionally strong track record of closing deals

• Ability to make formal presentations to large groups and individuals

• Track record of working effectively and having confidence in establishing work relationships at S and C-levels within our partners, clients, and prospects

• Strong organizational and follow-up skills.

• Excellent negotiation and relationship skills

• Problem analysis and problem resolution at both strategic and functional levels

• Technical skills in strategic planning and sales planning

• Ability and willingness to travel

• Strong Financial and analytical skills

• Experience in working with Salesforce.com





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