Channel Partner Relationship Leader

ThinkOn is expanding its Sales team! Reporting to the Director, Emerging Partners, the Channel Partner Relationship Leader is a strategic and critical sales role responsible for ThinkOn’s business relationship with a Channel Partner or portfolio of Channel Partners. This role is the key sales and business development resources focused on an assigned Partner. 

In leading the relationship, you will be responsible for achieving the revenue growth targets from landing new business and for the expansion and retention of the current business. You will lead and direct the ThinkOn resources assigned to the Partner. Resources will be dedicated or shared, or shared, including the Lead Solutions Architect, Partner Success Manager, Inside Sales Associate(s), and Program Manager. 

You will work independently and with ThinkOn team members to enable the Partner to independently market, sell, and support standard ThinkOn services and services developed in collaboration with the Partner.  

Your previous experience will enable you to be successful in a complex Partner environment where you will be recognized as an expert in relationship management, business development & sales, data protection & recovery, and other cloud services. 

You Will:

• Lead the executive and management relationships with assigned Partners 

• Develop and execute the Partner Success Plan 

• Lead the ThinkOn resources assigned to the Channel Partners 

• Be the leader accountable for business requests for the assigned Partners, both internal and external 

• Coordinate training and support for Partners on ThinkOn service offerings 

• Support Partners to close new business and drive strong ThinkOn revenue growth globally 

• Collaborate with the Inside Sales Team and Lead Solution Architects to create proposals, RFP responses, and service quotations using ThinkOn’s proprietary software Compass 

• Assess opportunities and engage the appropriate ThinkOn resources for complex opportunities and RFP responses 

• Update and manage a detailed opportunity funnel of the Partner(s) sales and lead generation activity using ThinkOn’s HubSpot implementation 

• Work with Product, Marketing, and Management to align your Partner(s) requests with the greater strategic growth and product plans of ThinkOn 

• Grow the Partners' business across geographic regions as required as assigned 

• Understand procurement policies and procedures of the Partners to qualify ThinkOn as an authorized supplier for current and future opportunities 

• Engage target accounts in collaboration with assigned Partner(s) to develop potential sales opportunities 

• Responsible for learning the features and benefits of ThinkOn’s product portfolio to present and discuss application of the portfolio in customer environments 

• Collaborate with Vendor Partners also engaged with assigned Partners to enable ThinkOn growth with the Partner 

• Support an exceptional customer experience based on timely knowledge and support to our partner base 

• Build relationships with the Partners' Sales Team 

• Help create and deliver customer presentations and provide sales support and expertise to marketing events as required

• Identify opportunities to enhance productivity, effectiveness, and operational efficiency  

You Have:

• 10+ years' experience leading Channel Partner relationships in North America 

• Channel Sales and Marketing programs expertise 

• Strong knowledge of Infrastructure Technologies – network, storage, and computer 

• Strong knowledge of Data Protection and Archiving solutions, Object Storage, IaaS and PaaS solutions 

• Strong knowledge of Disaster Recovery and Replication concepts and solution knowledge 

• Comprehensive grasp of cloud-centric technologies and the ability to understand and carry end subscriber conversations regarding requirements in order to execute an effective sales campaign with a potential subscriber 

• Travel 1-2 times every 45 days, on average.