Senior Director Of Channel, Western Region
Current• Working with partners and channel managers to identify new Technology Advisors, 3rd Party vendors and customers who match LightEdge’s strategic product set. Facilitate joint selling between channel partners and direct sales team. • Ensuring all partner organizations are kept up to date on product evolutions, updates, and features through regular training sessions, events, and cadence meetings. Management of all Marketplace Portals.• Generating pipeline revenue by driving joint go-to-market (GTM) activity with channel partner leadership, channel partner sales executives, and our internal sales organization.• Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with LightEdge’s vision.• Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation.• Sharing analytics with executive and technical champions and driving further demand for LightEdge’s solutions through regular cadence sessions.• Driving the development of technical pre-sales and post-sales practices within identified key partners.• Establishing and implementing selection processes, criteria, and controls for selection, management, and performance of alliance and channel partners, including regular reviews of contractual obligations with partners and compliance with LightEdge’s policies, procedures, and ethical standards.• Overseeing and participating in regional QBRs (Quarterly Business Reviews) for the sales team.• Ensuring organizational, operational, staffing, financial, quality, and customer satisfaction targets are consistently met or exceeded by partners. This includes monitoring partner contractual obligations at regular intervals.
