9 Pivotal Jobs

Job Summary:

The Regional Head - Sales & Business Development & Channel Development is responsible for driving sales & business development through key customer relationship, end user connect, consultant relationships, identifying, recruiting, and managing strategic channel partners to drive business growth. This role involves building strong relationships with partners, developing joint go-to-market strategies, and ensuring partners are well-equipped to sell and support Company's VSaaS solutions. The ideal candidate will have experience in channel sales, partner management, and business development within the SaaS, Security & Surveillance, Cloud Solutions, IT Solution & Services sector.

Key Responsibilities:

- Sales & Business Development - Direct end user/key account relationship management to ensure developing business opportunities and their ultimate conversion to sales.

- Partner Recruitment & Onboarding: Identify, evaluate, and onboard new channel partners to expand the company's reach and market presence.

- Relationship Management: Develop and maintain strong relationships with existing and prospective partners to drive mutual success.

- Strategic Planning: Collaborate with partners to develop and execute go-to-market strategies, sales enablement programs, and business plans.

- Sales & Revenue Growth: Support partners in achieving sales targets by providing guidance, training, and marketing resources.

- Training & Enablement: Conduct regular training sessions and workshops to ensure partners are knowledgeable about products, services, and market trends.

- Performance Monitoring: Track and analyze partner performance, identifying areas for improvement and implementing corrective actions. End to end partner KPI performance management.

- Collaboration: Work cross-functionally with sales, marketing, product, and customer success teams to align partner strategies with business objectives.

- Market Analysis: Stay informed about industry trends, competitive landscape, and partner ecosystem dynamics to identify new opportunities.

- Conflict Resolution - Resolve any conflict which may arise with the channel with regard to opportunity registration, margin management, account management etc.

Key Performance Indicators (KPIs):

- Sales & Business Development - Overall sales performance against allocated target/quota, new logo acquisition, partner acquisition etc.

- Partner Acquisition Rate: Number of new partners recruited and onboarded within a given period.

- Revenue Contribution: Revenue generated through channel partners compared to overall sales.

- Partner Engagement & Activity: Frequency of partner interactions, training participation, and engagement in joint marketing initiatives.

- Sales Target Achievement: Percentage of sales targets met or exceeded by partners.

- Partner Satisfaction Score: Feedback and satisfaction ratings from partners regarding support, resources, and overall collaboration.

- Market Expansion: Growth in market share and geographical reach through partner networks.

- Lead Conversion Rate: Effectiveness of partners in converting leads into customers.

- Training & Certification Completion: Number of partners who complete product training and certification programs.

- Retention & Loyalty: Percentage of long-term partnerships and contract renewals.

Required Qualifications:

- Bachelor's degree in Business, Marketing, Sales, or a related field (MBA preferred).

- Min 10 years of experience in channel development, expansion, sales, partner management, or business development.

- Proven track record of developing and scaling successful partner programs.

- Knowledge of channel sales strategies and experience working with VARs, resellers, and integrators.

- Strong understanding of the SaaS, Security & Surveillance, Cloud Solutions market and partner ecosystems.

- Excellent communication, negotiation, and relationship-building skills.

- Ability to work independently and collaboratively in a fast-paced environment.

- Proficiency in CRM tools and partner management platforms.

Preferred Qualifications:

- Experience working in a SaaS, cloud computing, or technology-driven environment.

- Knowledge of AI, cloud solutions, VSaaS, Video Surveillance and related technologies.

- Experience in managing partner networks and working across multiple regions.