The Director, Partner Programs is responsible for the design, development, communication and execution of channel programs and developing and executing channel strategy. They also manage a team of regional Channel Program Managers responsible for the day to day interactions with Partners with regards to programs, systems issues, logistics, recruitment, agreements and any Channel related issues.
- Lead the collaboration and integration of all functional teams impacted by Partner Programs including Sales, Finance, Order Fulfillment, Sales Operations, IT, Marketing, Education and Legal.
- Drive the overall Channel strategy and serve as internal advocate for maximizing channel leverage and ensuring channel friendly processes and procedures.
- Set the Partner Sales objectives and communicate expectations to the Sales and Partner communities.
- Engage regularly with the Regional Vice Presidents on Channel strategy and directions.
- Host regular internal business reviews to present the results and discuss recommendations.
- Oversee the communication all aspects of Partner programs to stakeholders including the global partner community.
- Maintain and manage the Partner Community Portal.
- Lead the training and enablement of Channel Account Executives regarding Partner programs and strategies.
- Continuously measure the channel performance and recommendations and adjustments as necessary to support the achievement of the objectives.
- Managed all aspects of the Partner Agreements.
- Ensure all internal infrastructure and systematic processes support the partner community and Channel sales objectives. Drive the Channel business requirements with internal IT resources and consultants.
- Regularly enhance the implementation to maximize the Partner experience, increase self-service capability and address on-going system issues.
- Ensure the implementation of business requirements for business intelligence and dashboards to support the real-time measurement of Channel objectives.
- Lead the engagement with partner recruitment team to target and on board net new partners. Assist with the onboarding process. Develop partner recruitment strategies. Develop new programs where appropriate to support new channel segments.
Key responsibilities
- Lead, train and develop and team of Program Managers
- Execute quarterly Business review sessions with Channel and Sales leaders
- Design, develop, implement and maintain Channel programs
- Primary go-to for Channel Account Managers and Sales Executives for Channel related issues
- Represent Channel interests and business needs to internal stakeholders, decision makers and cross functional teams
- Manage System and infrastructure that supports Partner engagement including CRM and EPR implementations and migrations
- Laisse regularly with the Channel Marketing organization
- Agreement and contract management
- Manage Partner Recruitment
WHILE THE JOB DESCRIPTION DESCRIBES WHAT IS ANTICIPATED AS THE REQUIREMENTS OF THE POSITION, THE JOB REQUIREMENTS ARE SUBJECT TO CHANGE BASED UPON ANY CHANGING NEEDS AND REQUIREMENTS OF THE BUSINESS.
Required Skills
The qualified candidate should possess 10+ years of experience working with and managing Channel partners in the software or related technology industry. The candidate should have demonstrated experience managing and developing a successful team. Experience in operations and contract negotiations a plus.
KOFAX, INC. IS AN EQUAL OPPORTUNITY EMPLOYER M/F/D/V
Required Experience