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VP Channel & Strategic Alliance

📁
Sales/Marketing
📅
1900001C Requisition #
 
 
 
 
Position Overview:
This VP, Global Channel & Alliance Programs leads efforts with a focus on building and maintaining a world class channel route to market strategy and partner program. The Vice President of Global Channel & Alliance Programs is responsible for establishing and leading a global partner program strategy, while improving operational efficiencies and ease of use aligned with internal cross functional teams and geographies. The role requires a deep and broad understanding of the channel business as well as a good understanding of the role partners can play in delivering and supporting trusted identity solutions This person will lead and influence strategic direction within the organizations’ partner models and will work with the leadership through building credibility, effective communication, evangelizing our story, strategy and vision while cultivating key executive relationships that result in jointly differentiated solutions.
 
Responsibilities:
 
  • Channel program and operations strategy, including defining program objective, management and execution of the Channel and Alliance Program, including compliance, ROI and KPIs for measuring program effectiveness.
  • Lead the effort in creating a new and compelling global channel and alliance program, operational models, programs, product and solution launch management strategies to support the global go-to-market teams.
  • Execute on integrated GTM partner program efforts include defining metrics and global governance processes, stakeholder engagement, and ongoing reviews with C level sponsors.
  • Drive the creation and manage the operational execution of a strategic short-term and long-term partner program plan. Manage the corporate partner operations that track and measure the global partner business, incentive models and overall program success via sell to, sell with and sell thru campaign revenue and ROI.
  • Channel communication strategy including program messaging, positioning, including execution and management, serving as an advocate for the channel and alliance program both internally and externally.
  • Gather input from the key stakeholders to develop new partner program strategies. Work with leaders to develop metrics for success that are aligned to the company's business priorities worldwide.
  • Effectively partner across the entire value chain to enable all partners; Solution Providers, Distribution, System Integrators, Distribution, technology and Alliance partners and the field teams that support them.
  • Facilitate, develop and manage sales enablement, sales support and training to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives. Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflict.
  • Collaborate with marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue.
  • Provide the subject matter expertise for global partnering models utilizing past experience, ongoing research and understanding of contemporary and competitive partner program models and their effectiveness.
  • Provide thought leadership to guide program development and execution plans that cover traditional products as well as integrated solution launches.
  • Develop, build and maintain executive level relationships.
  • Build and manage a best in class globally distributed team.
  • Deliver excellent day-to-day operational guidance, coaching and career development guidance.
 
 
 


Basic Qualifications:
  • 10+ years of experience in senior leadership positions driving channel strategy, go to market programs, and building, managing and delivering global partner programs is required
  • Demonstrated knowledge of all channel relationships including resellers, distribution, system integrators, cloud services providers, technology and alliances and the overall solution partner ecosystem.
  • 5+ years of experience working with all partner types and a requisite technical and business acumen with broad industry knowledge.
  • Demonstrated knowledge of GTM models, distribution, sell with, sell to, sell through, cobranding, OEM and software licensing.
  • 10+ years of experience leading global cross-functional teams and managing direct and matrix reporting organizations
  • 10+ years working in global complex partner business models that have successfully delivered results via outstanding partner programs.
  • Experience in creating programs, such as developer programs, self-certification and other programs that create ease of use and engagement with partners.
  • Experience with operational execution through efforts like QBR’s, metrics, and global planning that move the business forward.
 
Preferred Qualifications:
  • Excellent communication and presentation skills
  • Experience working and managing within a heavily matrix and global organization
  • Compelling public speaking experience at leadership and industry conferences
  • Demonstrated experience with creative problem solving, being self-driven, proactive attitude, takes initiatives and is flexible.
     
Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
For more information, visit www.entrustdatacard.com. Follow us on Twitter, YouTube and LinkedIn.
 
Entrust Datacard Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
 
NO AGENCIES, NO RELOCATION

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