Kinney Group, Inc.

  • Senior Director of Channel Sales

    Job Locations US-IN-Indianapolis
    Posted Date 3 weeks ago(11/3/2018 9:59 PM)
    Job ID
    2018-1667
    Category
    Sales Management - 305
    Security Clearance Level Required
    No clearance required
  • Overview

    At Kinney Group, we harness the power of automation and analytics enabling Commercial and Public Sector organizations to achieve their vision for digital transformation and the transition to cloud computing.  A primary way that we do this is through delivering solutions and services via channels to OEM platform partners, value-add resellers, and distributors.

    Kinney Group seeks a seasoned channel sales leader to lead all aspects of the Company’s business in the channel.  Duties include the development of go-to-market strategies, channel sales enablement, and management of the Kinney Group channel sales team.

     

    Position Description:

    As the Senior Director for Channel Sales, you will knit customer advocacy into the fabric of building, training, developing, and managing successful channel sales & marketing capabilities at Kinney Group. You will be the head coach of a select group of talented channel sales professionals, which means the role is multi-faceted and will include the following core activities and responsibilities:

    • Working with the Kinney Group executive leadership team, lead the effort to implement and manage company channel sales and marketing strategies and revenue streams
    • Build out the existing channel sales and marketing functions by successfully hiring and onboarding new colleagues who live our values and bring high levels of channel sales expertise
    • Develop and lead the Kinney Group channel sales team with a heavy focus on developing each individual colleague to their fullest potential
    • Lead the ongoing development of the Kinney Group channel sales and marketing playbooks; these playbooks represent the basis of the company’s go-to-market and enablement frameworks for our channel partners
    • Lead the effort to identify contemporary channel sales' best practices and associated technologies that will enable maximum productivity from the channel sales and marketing teams
    • Lead the efforts associated with generating analytical analysis and associated performance KPIs specifically tied to the unique attributes of channel
    • Present financial forecasting to leadership team based upon channel sales team revenue pipeline and bookings performance

    The ideal Senior Director for Channel Sales will be an experienced channel sales management executive that is exceptional at developing sales within channel partners.  This individual will have had first-person experience with channel sales as an individual contributor and will have been a top performer throughout their career.  The Senior Director for Channel Sales will lead the effort associated with the development and execution of powerful training and colleague development tracks for all channel sales and marketing team personnel.  Standard ongoing training will be augmented through successful daily coaching delivered to members of the team. 


    Through excellent coaching, the Senior Director of Channel Services Sales will lead and help create a vibrant, competitive, and fun culture within the channel sales team.

     

    For 2019, the Senior Director of Channel Sales should ensure these critical outcomes:

    • Develop, implement, and execute a comprehensive set of go-to-market, sales enablement, channel marketing, and revenue generation strategies for all Kinney Group services sales delivered via the channels of OEM partners, systems integrators, value-add resellers, and distributors.
    • Establish the channel sales organizational structure for successful scaling these functions in 2019 and beyond.
    • Lead all sales efforts associated with achieving identified channel sales revenue targets for engineering services and subscription-based managed services sold through the channel.

    Desired Skills & Experience

    • 10+ years of successful progressive experience as an enterprise information technology channel sales professional managing selling and go-to-market activities with channel partners.
    • 5+ years of successful experience as an enterprise information technology channel sales leader managing a team of channel sales professionals who sell to partner organizations.
    • Experience in executing sales campaigns and account development strategies with channel partner organizations.
    • Excellent writing and presentation skills.
    • Bachelors degree in business, marketing, or a technical-oriented discipline.
    • Successful track record of meeting and exceeding channel growth and revenue targets.

     

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