Channel Sales Director

Spinnaker Support provides global enterprise software support, managed services, and project-based consulting to many of the world’s most recognized and respected brands. Founded in 2008, our customer focus, business integrity, exacting standards, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. Our dedicated international team works closely with every customer to ensure they receive exceptional, customized services that clear the way for their operational success. Today, Spinnaker Support is proud to be the industry’s highest-rated provider for third-party software support services for Oracle, SAP and VMware.

Spinnaker is expecting to more than double the revenue it delivers through the partner channel and needs a tenacious and driven professional to work with nascent existing partners and uncover new vibrant channels to deliver shared value for Spinnaker and the partner.

Working with Spinnaker sales and channel leadership, you will engage with partners to define, develop and execute the partner programs. This role will not be end-client facing when working deals.

Responsibilities

1. Partner Ecosystem Management:
   • Working with Spinnaker management, develop, nurture, and expand a diverse network of channel partners, including resellers, distributors, system integrators, advisors, analyst and technology alliances.
2. Bookings Growth:
   • Meet and/or overachieve bookings targets through channel sales programs and strategic partnerships.
   • Collaborate with sales leadership to ensure channel programs align with direct sales efforts and overall business objectives.
3. Program Development:
   • Implement partner programs, incentives, and enablement tools to drive partner engagement and success.
   • Develop training and marketing resources to enhance partner capabilities and productivity.
4. Relationship Building:
   • Build strong relationships with key partners, serving as a trusted advisor and advocate for mutual success.
   • Regularly engage with partners to understand their needs and address challenges effectively.
5. Cross-Functional Collaboration:
   • Work closely with sales, marketing, and service delivery teams to ensure channel initiatives align with company goals.
   • Work with marketing and C/P marketing to develop demand generation programs
6. Analytics and Reporting:
   • Monitor and analyze channel performance metrics, providing regular updates to executive leadership.
   • Use data-driven insights to refine channel strategies and identify growth opportunities.

Requirements

• 10 years experience in Sales and/or Channels with at least 5 years of experience in a Channel Sales role, within an IT services organization
• 5+ yrs of channel experience in a Cloud environment (AWS, Azure, GCP) 
• Understanding of sales methodologies in a Channel environment
• Proven track record of achieving revenue growth through channel and partner programs.
• Experience driving lead and building out Channel strategies in a high growth company
• Ability to thrive in a fast-paced, results-driven environment.