Channel Sales Director

Company: Phunware
Location: San Diego
Posted on: April 8, 2021

Job Description:

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 of opportunities.
• 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 operations.
• 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 colleagues
    • 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