Director, Partner Channel Sales

Company: MHC Software
Location: Burnsville
Posted on: June 22, 2022

Job Description:

Who we are:
MHC is an innovative, privately held international Software as a Service (SaaS) company committed to optimizing the speed, efficiency and efficacy of information as it flows between people and systems. We're changing the way our customers work by automating content and processes across their core business functions. Our solutions accelerate digital transformation, allowing our customers to significantly increase productivity and improve communication by converting manual, complex or paper-based into highly automated digital processes. We are committed to our customers' success, and it shows. Our global team creates game changing success for over 1,200 organizations across 50 countries and 5 continents. For additional information visit: www.mhcautomation.com
Who we're looking for:This role will be responsible for creating, growing, and managing the Global Partner Program for MHC Software. In addition, this role will be responsible for recruiting and developing new Channel Partners who will sell MHC Software products and solutions. This position requires a thorough understanding of the company strategy and business goals to ensure alignment with the Global Partner Program.
The primary measures of success for this position will be the profitable revenue generated because of these partnerships. The resource will periodically assess the landscape of partners and partner types and prioritize focus based on revenue potential. Primary partner types to be managed by this resource include reseller partners, referral partners and technology (i.e., white label/OEM/hardware) partners. Referrals and technology partners will be handed off to the direct sales team to manage the opportunities from lead to close. Reseller partners will initially be handled in the same way, but as the partner program evolves, the entire lead to close process will ultimately be owned by the partner program team. This position will play a key role in the development and ongoing management of relationships at a strategic level.
What you'll get to do:Design

• Define the Partner Program Value Proposition (includes understanding customer benefits, competition, and market)
• Determine how to effectively pursue defined customer segment (types of partners)
• Create a customer-focused sales process (by understanding the buyers' process)
• Define motivation drivers and success factors (what partners need to close deals)
• Define key objectives, performance metrics, responsibilities, expectations and establish a Governance Plan
• Identify internal infrastructure, processes, tools and tracking to support the Partner Program
• Design a partner sourcing and selection strategy Build
  • Build infrastructure and materials (agreements, manuals, marketing materials, cross-functional training, external training/certification, IT systems, problem resolution process, feedback, analysis, communication channels) based on guidance from internal cross-functional subject matter experts
  • Build internal Channel Partner Cross-Functional Team to ensure partner/customer quality delivery
  • Build marketing strategy for Channel Partners in concert with global marketing team
  • Build tracking for partner engagement status, issues, escalations, account review format, pipeline tracking Execute/Implement
    • Source, recruit and negotiate agreements with Channel Partners
    • Manage Partner Program
    • Develop strong C-Level Executive Partner relationships
    • Be the internal voice of the Partner Program
    • Manage and facilitate channel product training/knowledge, support, and relationship management
    • Establish existing accounts and opportunities for initial focus
    • Drive and support program implementation and documentation
    • Support the full sales cycle from both a lead capacity as well as in a supporting role (based on opportunity partner type) Maintain and Scale Partner Program
      • Act as a primary liaison between partners and internal stakeholders
      • Manage overall channel sales to revenue targets
      • Expand new and existing revenue strategies
      • Identify new partnerships/business/industry trends
      • Manage partner relations including progress reviews (account reviews, pipeline tracking, case studies, etc.)
      • Manage partner feedback and make appropriate changes
      • Continue to develop and implement processes and programs unique to strategic partners
      • Continue to develop operational productivity enhancements
        What you'll need to succeed:Knowledge and Skills:
        • Experience managing partner program P&L
        • Must be a partner / channel professional with a business and technology skillset and a growth mentality to help drive business growth
        • A strategic, yet hands-on leader with a proven track record of delivering results as an experienced partnership leader
          Education and Qualifications:
          • Bachelor's degree in business, marketing, or other related focus
          • 5-7 years of relevant experience in SaaS Partner Program/Channel Management sales and marketing (leadership experience is a plus)
          • An inspiring leader who enjoys companies undergoing transformation efforts
            We're proud to be an equal opportunity employer and welcome our employee's differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better - Join us.
            This role is not eligible for visa sponsorship.

Keywords: MHC Software, Burnsville , Director, Partner Channel Sales, Executive , Burnsville, Minnesota