Leadership role for developing strategies and expanding partnerships in an international exhibition context. Overseeing a team and contributing to the growth of Fruit Logistica, a major global trade fair.
About the role
- Channel Director leading strategic reseller partnerships in TOLA for cybersecurity solutions. Focused on driving partner-sourced pipeline growth and enabling channel sales success.
Responsibilities
- Act as the primary leader & point of contact for creating & enabling mutually profitable relationships with Referral Partners, Resellers, Value-Added Resellers (VARs).
- Recruit and onboard strategically aligned, mutually beneficial partnerships with top-tier consulting firms, advisory organizations, and global system integrators.
- Drive partner-sourced pipeline growth by executing “Sell With” and “Sell Through” strategies in close collaboration with Semperis field sales across TOLA.
- Maintain accurate revenue forecasting and ensure comprehensive documentation of partner activities within Salesforce (SFDC CRM).
- Plan, coordinate, and participate in joint marketing initiatives with partners, including both in-person events and webinars.
- Lead enablement efforts by delivering training sessions and coordinating education programs for partner Sales, Pre-Sales, and Services teams.
- Proactively uncover new business opportunities through channel partners and support sales efforts by attending customer meetings alongside partner sales representatives.
Requirements
- Highly regarded professional with over 10 years of channel sales experience, working with leading Cybersecurity and IAM resellers.
- Demonstrated success in building, enabling, and monetizing high-performing reseller partnerships.
- Exceptional organizational and communication skills.
- Experienced in managing annual quotas tied to partner-influenced revenue and resale targets.
- Thrives in high-impact, high-visibility roles within dynamic environments.
- Extensive background in channel partner development and management throughout TOLA.
- Deep expertise in strategic territory planning and modern sales methodologies including MEDDPICC, Challenger, and BANT.
- Consistent record of surpassing channel sales targets and driving sustained revenue growth.
- Highly coachable, with strong interpersonal skills and a collaborative mindset.
Benefits
- Compensation based on base salary plus commission (quota attainment) • Equal opportunity employer
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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