Job Description

Responsibilities:

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  Work with Splashtop executive management to create and agree the world-wide channel program goals and strategy
  
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  Achieve and exceed assigned revenue targets and partner recruitment goals
  
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  Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific agreed upon revenue goals.
  
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  Provide sales support to ensure partners are competitive and capable to win business
  
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  Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field
  
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  Recruit new partners
  
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  Secure revenue commitments from your portfolio of partners and accurately forecast your partner business within SFDC
  
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  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
  
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  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
  
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  Manage channel / sales conflict
  
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  Develop partner business plans and program objectives to support revenue commitments
  
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  Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics
  
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  Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue
  
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  Expand sales to existing partner customers by identifying new and additional customer requirements and supporting new sales efforts
  

Qualifications:

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  10+ years in IT-related sales experience through direct and indirect channels
  
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  Demonstrated track record of successful quota attainment in a commissioned sales role
  
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  Ability to engage with and motivate partner marketing to support partner requirements
  
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  Ability to develop and implement partner business plans that drive partner revenue goals
  
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  Ability to recruit new partnerships
  
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  Technically adept, experienced with remote access, collaboration, or security markets
  
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  Ability to work independently and in a team environment
  
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  Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
  

Characteristics:

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  Commitment to excellence, high integrity, high energy, team player
  
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  Detail oriented, very organized, self-starter.
  
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  Excellent teamwork
  
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  Strong customer and partner focused on establishing and developing long term, lasting relationships
  
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  Ability to work in a fast-paced environment and proven experience to make an immediate impact
  
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  Obvious passion and people skills
  
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  Great communication skills, both written and verbal
  

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