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Vice President Channel Sales Job Description

Job Description

We are looking for an experienced hands-on, sales-oriented, driven and organized Channel Sales leader to develop and execute our world-wide partner programs for our on-premise Splashtop for Business product line.

This role will be responsible for recruiting, developing, and managing Splashtop partners world –wide. You will be expected to create real and measurable business results. This position will report to the SVP of Sales and Marketing. Your home base will be Splashtop headquarters in San Jose, California.

About Splashtop:

Splashtop Inc., is the worldwide leader in cross-device computing, delivering best-in-class remote desktop solutions – bridging tablets, phones, computers and TVs.  Splashtop technology empowers consumer and business users with high-performance, secure, interactive access to their favorite applications, media content and files anytime, anywhere. 

Splashtop’s products are top-selling apps on Apple App Store, Google Play, Amazon Appstore for Android, Nook Apps, BlackBerry App World, HP App Catalog, Lenovo App Shop and others.  More than ten million people have downloaded Splashtop products from app stores.

Recently announced and available Splashtop for Business provides an enterprise-ready, on-premise solution for workforce mobility and BYOD initiatives with broad platform support for iOS, Android, and Windows 8.

Splashtop has won the prestigious “Most Innovative Product” award from PC World, the “Best of What’s New” award from Popular Science and the ”Best of 2012 CES” award from LAPTOP Magazine.  

The company is headquartered in San Jose with offices in Beijing, Hangzhou, Shanghai, Taipei and Tokyo.  


  • Work with Splashtop executive management to create and agree the world-wide channel program goals and strategy

  • Achieve and exceed assigned revenue targets and partner recruitment goals

  • Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific agreed upon revenue goals.

  • Provide sales support to ensure partners are competitive and capable to win business

  • Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field

  • Recruit new partners

  • Secure revenue commitments from your portfolio of partners and accurately forecast your partner business within SFDC

  • Drive and support partner sales opportunities as needed, in both pre-sales and post-sales activities to ensure the success of your partner, and customers

  • Facilitate, develop and manage sales enablement and training plans 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 conflicts

  • Manage channel / sales conflict

  • Develop partner business plans and program objectives to support revenue commitments

  • Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics

  • Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue

  • Expand sales to existing partner customers by identifying new and additional customer requirements and supporting new sales efforts


  • 10+ years in IT-related sales experience through direct and indirect channels

  • Demonstrated track record of successful quota attainment in a commissioned sales role

  • Ability to engage with and motivate partner marketing to support partner requirements

  • Ability to develop and implement partner business plans that drive partner revenue goals

  • Ability to recruit new partnerships

  • Technically adept, experienced with remote access, collaboration, or security markets

  • Ability to work independently and in a team environment

  • Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales


  • Commitment to excellence, high integrity, high energy, team player

  • Detail oriented, very organized, self-starter.

  • Excellent teamwork

  • Strong customer and partner focused on establishing and developing long term, lasting relationships

  • Ability to work in a fast-paced environment and proven experience to make an immediate impact

  • Obvious passion and people skills

  • Great communication skills, both written and verbal

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