Director, Americas Distribution Partner Development

November 19

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

💵 $270k - $450k / year

⏰ Full Time

🔴 Lead

🤝 Client Partner

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Omnissa

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Artificial Intelligence • Enterprise • Healthcare

Omnissa is a tech company that offers an AI-driven digital work platform designed to enhance employee experiences and streamline IT operations. Their solutions include unified endpoint management, virtual desktops and applications, and security compliance, aiming to empower a productive workforce across various industries such as healthcare, financial services, and retail. Omnissa's innovative approach provides secure, cloud-native solutions that adapt to the evolving needs of businesses and their employees.

1001 - 5000 employees

🤖 Artificial Intelligence

🏢 Enterprise

📋 Description

• Refine and Implement Omnissa’s distribution rationalization methodology in North Americas and establish best practices / oversight for distribution onboarding globally • Collaborate with partner leadership to build and execute strategic distribution direction for North America and provide operating template, partnering with geo peers, for global implementation • Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors • Manage North America distributor executive and day-to-day relationships, as well as strategic global relationships, setting and implementing a joint strategy to deliver partner sourced revenue from new and existing partners • Manage growth of Distribution-Owned Channel partners to drive partner-led sales expansion. • Manage monthly- and quarter-end deal processing with distributors working closely with Omnissa operational teams • Collaborate with Omnissa product and alliance teams to drive/lead key global initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners • Lead the VAD program development and manage partners to ensure VAD program commitments are executed to meet established KPIs. • Collaborate with partner and sales leadership, finance, and operations teams to manage VAD incentives and goal setting • Drive Omnissa focus from Distributors around technologies/products to increase revenues, mindshare and preference within distributor and partner organizations • Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns with key alliance partners • Take lead on developing global business plan with global distribution partners, partnering and obtaining buy in from geo leadership, to define and ultimately obtain and surpass annual target goal(s) • Set an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally • Drive the strategy for and requirements for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services) • Create and manage distribution scorecarding and certification to manage the North America distribution business and collaborate with geo peers to implement globally • Work with partner operations and other stakeholder teams to identify requirements for systems, process and operationalization of Distribution business.

🎯 Requirements

• 10+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies • Track record of driving incremental partner sourced revenue by developing partner relationships that are managed by distribution partners • Demonstrated history of acquiring and developing new partnerships • Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts to and through distributors • Hands-on experience defining and building a distribution channel including surfacing and resolving friction points, developing and delivering training to channel partners, and success working in matrix environments • Strong operational, process and analytical capabilities • Strong presenter and partner relationship manager • Understanding of key ecosystem vendors and alliances at high growth, market disrupting companies.

🏖️ Benefits

• employee ownership • health insurance • 401k with matching contributions • disability insurance • paid-time off • growth opportunities • commission