Channel Sales Director
Location: San Diego
Posted on: April 8, 2021
Since our founding in 2009, we've relentlessly worked toward a
vision of a future powered by Phunware. We spend our days obsessing
over how best to design, build, launch, promote and support branded
apps that engage, compel and delight the world's most discerning
audiences. For over a decade, we've helped Fortune 5000 businesses
throughout the mobile app lifecycle with data-backed decisions at
every step.-- If you share our passion for innovative mobile app
experiences and dream of a world empowered by seamless, one-to-one
interactions, we want to hear from you. Get in touch with us
today-our Phamily always has room for one more! Job Summary: The
Channel Sales Director will be responsible for developing and
implementing a channel sales strategy, programs, and processes
essential to growing this segment of the company. This position
requires a successful track record of exceeding expectations and a
high degree of motivation and entrepreneurship. Reporting to the
Vice President of Sales, this role is a high-impact,
revenue-focused, and leadership position, that plays an integral
role in the overall success of the company. In this role, the
Channel Sales Director will generate new business through building
a reseller and referral partner network. The Director will be a
hands-on leader responsible for executing on all aspects of the
business relationship with each partner including recruiting,
qualifying, onboarding, training, pipeline reporting, and win/loss
reporting. The role requires an individual with strong leadership,
sales and partnering skills, while also being able to create and
articulate a shared plan for the channel sales team. The ideal
candidate possesses a unique blend of business and conceptual
technical savvy; an ability to both envision process improvements
while driving the existing business; along with influencing skills
and the ability to collaborate with cross-functional constituencies
to grow the business. Additionally, they will facilitate proactive
sales collaboration between their partners and the direct sales
team. What You'll Do:
- Working with channel partners like Cisco, AT&T and others,
you'll lead the development of channel strategy, the management of
channel relationships, and the management and close of a pipeline
- Create strong relationships based on trust, integrity, and
customer satisfaction to effectively drive sales and repeat
business with channel partners.
- Track and report accurate metrics by distribution channel,
forecast monthly channel sales, and manage channel pipeline.
- Manage a portfolio of named business partners with an
established practice. Create and maintain strong business
relationships with assigned business partners at all levels within
the partner including executive, sales, marketing, and
- Develop strong relationships with direct sales team and provide
them with insight into partnering strategies and best practices as
well as partner capabilities.
- Drive partner alignment with sales and business strategy
through proactive communications on key initiatives such as
products updates, program changes, pricing changes, new product
launches, key events, etc.
- Support team's business partner sales activity and ensure
alignment with direct sales team and coordinate the involvement of
appropriate resources including pre-sales, support, professional
service, product management and management resources.
- Plan and execute annual business plan with top partners.
- Ensure partners are participating in enablement activities and
trained and certified on portfolio of products.
- Recruit and onboard new high potential partners
- Work with sales enablement to create and execute demand
creation programs with business partners.
- Provide management with regular sales reports (forecasting and
pipeline), as well as competitive updates, channel trends and
competitive strategies to ensure maintains a competitive position
with business partners.
- Professionally manage escalations and channel conflict between
business partners and by fostering excellent communication and
adherence to rules of engagement
- Communicate and promote business partner success through
internal and external marketing communications What You'll Bring:
- 10+ years of experience in related software industry, with at
least 7 years of SaaS and/or subscription software experience.
- High level of integrity and dependability, with a strong bias
towards action. Can efficiently drive projects to conclusion
through proactive planning, high attention to detail, and the
ability to hold stakeholders accountable.
- Deep understanding of value drivers in recurring revenue
business models. Compensation and Benefits:
- Fun, casual, fast-paced work environment filled with talented
- Flexible paid time off
- Performance bonus eligible
- Employer paid medical, dental and vision coverage
Candidates for this position must be authorized to work in the
United States and not require work authorization sponsorship by our
company for this position now or in the future.
Everything You Need to Succeed on Mobile - Transforming Digital
Human Experience Phunware, Inc. (NASDAQ: PHUN), is the pioneer of
Multiscreen-as-a-Service (MaaS), an award-winning, fully integrated
enterprise cloud platform for mobile that provides companies the
products, solutions, data and services necessary to engage, manage
and monetize their mobile application portfolios and audiences
globally at scale. Phunware's Software Development Kits (SDKs)
include location-based services, mobile engagement, content
management, messaging, advertising, loyalty (PhunCoin & Phun) and
analytics, as well as a mobile application framework of
pre-integrated iOS and Android software modules for building
in-house or channel-based mobile application and vertical
solutions. Phunware helps the world's most respected brands create
category-defining mobile experiences, with more than one billion
active devices touching its platform each month.
Keywords: Phunware, San Diego , Channel Sales Director, Executive , San Diego, California
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