Overview
We are seeking a Vice President of Channel Sales to join our growing team!
Responsibilities & Qualifications
Position Summary
The Vice President of Channel Sales is responsible for leading and managing a team of channels salespeople that will be responsible for winning, onboarding, maintaining, driving revenue and expanding relations with our channel partners. The VP Channel Sales will be responsible for developing and maintaining the overall channel sales strategy and implementing the necessary tactics to grow sales revenue from the partners. The VP of Channel Sales represents the entire portfolio of Momentive products and services to achieve partner recruitment, partner development, co-development and partner sales objectives.
Manages a business unit, division, or corporate function with major organizational impact. Establishes overall direction and strategic initiatives for the given major function or line of business. Has acquired the business acumen and leadership experience to become a top function or division head.
A Day in the Life
- Develop Channel Sales Strategy for Momentive that includes all types of partners to meet the assigned targets for revenues through and with channel partners
- Research, identify, qualify and screen potential partners that align with the target partner profile for Momentive strategy. Producing and delivering proposals, assisting channel partners with RFPs, and negotiating service agreements to close sales.
- Deliver regular status reports of billing and sales updates to senior management by identifying and reporting upon Key Performance Indicators (KPIs) to achieve optimal results with the channel sales organization.
- Delivering presentations to channel clients and prospects with ease and address the prospective client’s needs
- Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
- Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
- Drive onboarding and activating new partners; focus on ensuring the partners’ team members are enabled, equipped and motivated to sell, market, deploy and support the offering within established timeframe
- Work in collaboration with Sales Leaders to develop partner relationships with market and influencers.
- Drive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
We are looking for someone who brings
- Team Leadership
- Lead and mentor a team of Channel Sales professionals, fostering a collaborative and high-performance culture.
- Provide ongoing guidance, support, and coaching to help team members develop their skills and achieve their full potential.
- Conduct regular performance evaluations and establish clear goals and objectives to drive individual and team success.
- Foster a culture of accountability, collaboration, and continuous learning within the sales, success and GTM organization.
- Success Metrics:
- Measure Channel and Partner Revenue to drive partner success
- Develop and maintain new partner pipeline coverage to quota/target by partner, vertical or line of business
- Measure Channel Partner activity supporting quota/target (Revenue, number of opportunities, meetings, partners signed etc.…)
- Meeting and partner metrics via dashboards, QBR’s and joint selling initiatives
- Measure average cost of recruiting and activating new partners
- MINIMUM KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:
- College Degree in related field.
- 10+ years of experience in sales Channel, technical sales, or related field in a SaaS or technology environment. Preference given to candidates with LMS, AMS, Events, Donor and CRM solution experience in Non-Profit, Associations or Educational Markets
- Strong leadership and people management skills, with the ability to manage and mentor a team of sales engineers.
- Excellent communication and interpersonal skills, with the ability to collaborate with cross-functional teams and external partners.
- Experience with software sales processes, including lead generation, qualification, and closing.
- Must have strong negotiation and analytical skills.
- Experience with CRM systems, such as Salesforce with excellent analytical and problem-solving skills.
- Experience working in a fast-paced, dynamic environment.
Fraudulent Job Posting Alert: Momentive Software has recently become aware of fraudulent job postings on various social media and recruiting websites purporting to offer employment at our company. These job postings do not originate from Momentive Software. If you encounter a job posting or receive an email claiming to offer employment with Momentive Software, please contact Momentive Software directly at talentacquisitionCB@communitybrands.com to confirm its validity. Do not click any links, share personal identifying information (e.g., your social security number or scans of a photo ID), or send money in response to any such offer before verifying the originator’s identity. For more on protecting yourself from fraud, visit this article from the Federal Trade Commission (FTC). If you believe you were a victim, contact local authorities or file a complaint with the FTC here.
Total Rewards
Accommodations
Momentive Software welcomes and encourages applications from people with disabilities. Reasonable accommodations are available, on request, for candidates taking part in all aspects of the selection process.
About Us
Momentive Software – leveling the playing field between for-profits and purpose-driven organizations
Momentive Software provides a connected network of solutions that enable mission-driven organizations to thrive. Our software powers non-profits, associations, and K-12 schools to engage the people they serve through programs and events, raise funds to enable their mission, and manage their financials and operations. Our family of brands are bound by a common purpose to serve the organizations that make our communities a better place to live. With over 1,600 employees in the US, Canada, UK, Australia, India, and the Philippines, we know that our success is driven entirely by the people of Momentive Software. Through professional opportunity, we strive to give each person a clear path to success and personal growth. We embrace diversity and believe that our differences in experience and perspective are the key to our sustained success.
Why work here?
Good People, Doing Good Things: Employees at Momentive Software are techies and volunteers who strive to make the Company a great place to work. We dream big and are motivated to help our customers use the technology we create to improve the world around us.
- Medical, Dental & Vision Benefits
- 401(k) Savings Plan & Company Match
- Flexible Planned Paid Time Off
- Generous Sick Leave
- Casual Environment
- Purpose-Driven Culture
- Work-Life Balance
- Passionate About Community Involvement
- Company Paid Parental Leave
- Company Paid Short Term Disability
- Remote Flexibility
Momentive Software actively embraces diversity and equal opportunity in a meaningful way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be, which is why we do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.
All persons hired will be required to verify identity, minimum age of 18, eligibility to work in the United States (without sponsorship), and to complete the required employment eligibility verification form upon hire.
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