Responsible for developing and executing strategies to drive sales through indirect channels, such as distributors, resellers, partners, and alliances. This role involves a full revision of the existing Channel Partner Program, recruitment of new, strategic channels, enablement and growth of existing partner relationships and ensuring that regional sales targets are achieved through effective channel management. Plays a key role in expanding the company's market reach and optimizing the performance of the indirect sales network.
Key Responsibilities:
Strategic Leadership:
- Develop and implement a global indirect sales Go to Market strategy aligned with the company's overall sales objectives
- Completely revise existing Channel Partner program for roll out in 2025- inclusive of new discounting, tiering, packaging, contracts, etc.
- Identify and prioritize key markets and partners to drive growth
- Set goals and performance metrics for the regional sales team members currently assigned to the management of the channel partner base; in alignment, with the Regional Vice Presidents
Channel Management:
- Establish and maintain relationships with key distributors, resellers, partners, and alliances
- Actively negotiate and manage contracts, ensuring mutually beneficial terms; work cross functionally with Legal to revise and update existing customer contracts
- Develop and execute partner enablement programs, including training and support
- Work in conjunction with Business Development to build and maintain partnerships with key solutions providers
Sales Management:
- Although Sales headcount will report directly to the Regional Sales Teams with dotted lines into Indirect Channels; role should consider themselves a leader and a mentor, to the sales team members who will be managing Indirect Accounts
- Monitor and analyze sales performance as it pertains to the revenue generated by Indirect Channels, providing regular reports and insights to senior management
- Ensure that sales targets are met or exceeded through effective, per account, channel strategies
Business Development:
- Identify and recruit new partners to expand the company's indirect sales network
- Collaborate with regional Sales, marketing and product teams to develop channel-specific campaigns and promotions
- Drive joint business planning with partners to maximize growth opportunities; potentially developing joint “Go to Market” plans, utilizing co-marketing funds, etc.
Market Analysis:
- Conduct thorough market research to understand industry trends and competitive landscape and incorporate this information into the indirect channel partner recruitment strategy
- Provide strategic recommendations based on market insights and partner feedback
- Adapt sales strategies to respond to changing market conditions and partner needs
Cross-functional Collaboration:
- Coordinate with regional sales teams to ensure consistency and efficiency in channel management
- Work closely with internal teams, including marketing, product development, and customer support, to ensure alignment and support for indirect sales initiatives
- Provide coordination point for all cross functional activities as they pertain to Indirect Channels, inclusive of, but not limited to: RFX responses, marketing campaigns, organizational change requirements such as pricing increases, product End of Life, etc.
Reporting and Analysis:
- Provide weekly reporting on revenue generated by indirect partner sales- in conjunction with regional revenue reporting
- Prepare regular reports on indirect sales performance, market trends, and strategic initiatives
- Use data and analytics to drive decision-making and optimize channel performance and new partner recruitment
Qualifications:
- Bachelor’s degree required; MBA or advanced degree preferred.
- 15+ years of experience in sales, with a focus on indirect sales or channel management
- Minimum of 10 years sales experience in the Satellite Industry, with a focus on indirect sales and channel management is required
- Experience in revising an existing Indirect Channel Partner Program is required; building an Indirect Channel Program from inception, is strongly preferred
- Proven track record of success in managing global sales teams and achieving sales targets
- Strong understanding of indirect sales models and partner ecosystems as they pertain to the Satellite Industry is required (experience in the Ground Infrastructure segment is preferred)
- Excellent leadership, communication, and negotiation skills
- Ability to travel globally as required
Preferred Skills:
- Experience with the Telco Industry (either through partnership, sales into, or previous employment)
- Knowledge of CRM and partner management tools (ability to assess existing tools and provided updated requirements for implementation)
- Proficiency in multiple languages
- Strong analytical and problem-solving skills.
