Director, Global Channel and Field Strategy

Location: San Jose, CA
Date Posted: 01-02-2018

Director, Global Channel and Field Strategy

 San Jose, CA

Interested candidates please email your resume to leslie@xceedstaffing.com
What You Would Do 
  • Develop and manage a tiered-channel program and field marketing strategy in partnership with sales leadership
  • Be responsible for an integrated, global marketing and field-level demand generation program strategy for our regional sales and channel partners
  • Build strong relationships with sales and channel leaders, acting as a conduit of feedback back to the marketing organization, to ensure campaigns are synchronized with sales strategy and corporate priorities
  • Work closely with the corporate demand generation team to plan and execute regional campaigns for regional customers and partners, that effectively increase pipeline and accelerate sales
  • Effectuate channel management and promotional campaigns on a global scale through the management of regional field marketing managers
  • Establish a repeatable and scalable field and channel marketing program portfolio and funding/MDF approval and execution progress
  • Define and develop a set of key metrics to manage partner health and areas of improvement, with consistent tracking of ROI to inform areas of optimization
  • Serve as an internal and external evangelist, able to articulate the company value proposition
  • Support the overall marketing team’s initiatives
  • Manage the ongoing improvement of our Connect Now partner program, including:
  • Optimize our program structure and enablement strategy by tier
  • Enhance our partner portal, deal registration and co-funding programs
  • Ensure consistent partner and partner account management communications
  • Cultivate strategies to enable our partners to cross-sell and up-sell our product suite
  • Enhance regionalized partner training, certification, enablement, and sales assets to grow sales
  • Define and manage joint planning and co-marketing with key partners, linked to revenue and market penetration goals
Qualifications
  • Over 10 years of experience in channel and field marketing program management and execution, preferably within the IT networking, enterprise software or security industry
  • 5 years team management experience  
  • A high-energy “doer” willing to roll up their sleeves to lead and support the execution of strategy
  • Deep understanding of channel routes to market and channel enablement
  • Proven track record and experience planning and delivering integrated demand generation campaigns
  • Proficiency with building and reporting on KPIs regarding field events, communications, channel programs and overall partner performance
  • Experience with end-to-end demand generation and event management strategy and execution
  • Ability to work cross-functionally with sales, product, and support to ensure integrated initiatives
  • Excellent interpersonal communication and presentation skills
  • Experience managing a global team, supporting their growth and boosting their performance
  • Ability to juggle multiple priorities in a fast-paced, dynamic environment
  • Travel approximately 30% to meet with key partners, customers, and internal stakeholders, as well as attend industry events
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