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Senior Director Of Channel
Company | Evolv Technology |
Address | Waltham, MA, United States |
Employment type | FULL_TIME |
Salary | |
Category | Technology, Information and Internet |
Expires | 2023-07-20 |
Posted at | 11 months ago |
The Elevator Pitch
- Develop a deep understanding of Evolv’s mission, understand our product, services, and values
- Plan at least 3 field visits to ensure understanding of the sales process, from demand generation through go-live
- Build relationships within the Channel team and commit to a consistent weekly cadence for connecting with direct reports
- Understand the Sales Team Structure and deployment (Sales Pod)
- Track and analyze Channel partner performance including revenue, market share, and profitability
- Establish credibility within the Channel Team and broader Revenue Organization
- Identify gaps to improve current processes and programs
- Share defined best practices for quarterly business reviews (QBR) with our partners
- Streamline our processes with standards for the team, to ensure consistent communication and alignment with our Go-To-Market Strategy
- Outline recommendations to ensure progress toward revenue goals is met
- Define the right mix of channel partners, evaluating market opportunities, based on our channel revenue targets
- Provide the necessary tools, training, resources and support to enable channel partners to effectively sell our product
- Have fully enabled Channel program inclusive of vetting new partners and offboarding partners, established effective KPI's for successful partners and CAM’s (Channel Account Manager), and defined specific responsibilities for the enablement and activation roles
- Assess the overall return on investment of the channel program
- Create a success criterion to track the performance of the CAM team, including but not limited to employee engagement, team productivity, and individual performance
- Have created best practices for QBR's with our partners
- Clearly define roles and responsibilities across the channel team
- Have built out consistent channel support including the necessary tools, training, and resources to effectively sell our product and ensure partner satisfaction
- Present market analysis identifying opportunities and recommendations to optimize channel performance
- Be prepared in leading from the front and gaining credibility with an inherited team
- In the first 30 days, visit at least 3 sites
- In the first 90 days, share your leadership philosophy with your team to manage their expectations and your commitment to them as a team
- In the first 60 days, create your vision and mission for the Channel Team
- In the first 30 days, establish 1:1's with each direct report on a weekly basis
- In the first 90 days, establish QBR's with your direct reports
- Be fully engaged with the Channel team both as a leader and as a teammate
- Be on the road 50% of the time with your team
- Be innovative in expanding and revising our current channel program
- In the first 90 days, be able to present a complete strategy for the Channel Program for the next 3 years
- Uncover gaps and find ways to fill the needs and revise the organization as needed
- Not only refine the strategy, but lead the implementation and sustained execution as well
- In the first 90 days, build out channel standards and processes
- In the first 120 days, show success factors for the implementation being successful
- In the first 90 days, build out a partner and a Channel Account Manager effectiveness dashboard and KPI for success tracking
- Create success metrics and KPI's that will indicate the success of the implementation and execution in the field including partner revenue contribution, market share, and growth rates
- Collaborate effectively with the VP of Sales as their direct manager and communicate consistently up and down through the organization for alignment
- In the first 120 days, you will present a collaborative GTM (Go to Market) strategy that aligns across the sales organization in partnership with the VP of Sales
- You will be joining the Sales team and report to the VP of North American Sales.
- The team culture is one based on building trust, collaboration, on-going development through kindness, authenticity, courage, drive and fun!
- The location of this role is remote, with an expectation to connect with your team in the field, approximately 50% of the time.
- 401(k) plan
- Tuition Reimbursement
- Equity is an important component of every compensation package
- Medical and dental insurance
- $300 per quarter to spend on the perks that are most meaningful to you
- Unlimited vacation policy
- Unique culture
- Flexible work environment
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