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Based in: UK
Reporting to: Chief Solutions Officer, Digital
About Quadient
Quadient delivers exceptional experiences with passion. We continually strive to innovate and reimage something new. That inspires and motivates people to exceed expectations. Our business success is underpinned by the trust that our clients invest in our products, and in our commitment to delivering the very best solutions. This trust is earned by great people, doing a great job. We call it:
The Power of You.
Your role in our Future
The Vice President, Global Partner, Channel and Alliances will be an experienced, hands-on, sales-oriented, driven and organized executor who will drive revenue with Quadient Digital (ICA) partners.
The Vice President, Global Partner, Channel and Alliances will be a major change agent at Quadient Digital, instrumental in driving growth of software sales through, and with, our expanding partner ecosystem. You will lead the strategy and execution of two three key initiatives:
- Fashioning an expanding partner strategy in line with the overall Digital strategy, to include growth across reseller and channel partners, business development partners and alliances, and technology, OEM and ISV partnerships.
- Creating and implementing strategies and tactics designed to expand the overall number of partners engaged in Quadient Digital solutions as well as driving the amount of bookings and revenue that these partners impact for the Digital business.
- Providing valuable partner-centric input to inform the overall Digital business while leading the global partner team through a combination of direct management and indirect influence in a highly coordinated and collaborative manner.
The desired individual will guide and coach best practices to achieve overall goals and work cross functionally and collaborate with all departments to build a fully integrated channel partner ecosystem.
What You Will Do
- Own the end-to-end partner strategy including resource hiring, mentorship, and performance management.
- Create a clear vision for the team and broader organization by building a precise, well-defined strategy and execution plan aligned to the fiscal year priorities and revenue growth targets.
- Lead team and partners to exceed monthly, quarterly and annual bookings targets.
- Effectively forecast weekly, monthly, quarterly and annual KPIs against target, to include but not limited to KPIs centered around partner recruitment, partner activity, partner bookings and revenue
- Expand partners promoting Quadient software products and the number of products sold
- Work across the Quadient organization to create and roll out partner frameworks, models, and processes, to include contracts, marketing materials and enablement materials
- Plan and execute co-marketing, lead generation activities and sales campaigns with partners to drive pipeline and close business.
- Work with Quadient’s cross-functional teams to enable partners for success.
- Develop and maintain programs with partners to build their go-to-market (GTM) motions in alignment with Quadient’s best practices guidelines.
- Create and/or enhance existing programs and assets for partners to leverage and drive needed innovation.
- Work closely as a member of the executive team to develop, establish, and direct channel and distribution strategies, programs, and best practices.
- Exemplifying the values of open communication and creativity to establish a team spirit of problem solving and dedication to identifying/capturing new business opportunities.
- Understand our partners’ businesses and develop strategies and incentives to make them more profitable through our partnership.
Your profile
- 10+ years of proven experience building and managing channel programs in software sales with particular experience working globally and with a track record of growth and expansion
- Experience managing both the strategic direction and tactical execution of partner activities in a collaborative, matrixed manner
- Extensive experience working with partners, channels, and integrators, specifically large-scale systems integrators, to build strategic programs that drive awareness, demand and sales.
- Experience building and scaling technology, ISV and OEM partners as part of an overall partner strategy
- Demonstrated track record of exceeding bookings and revenue growth targets
- Extensive experience working with different types of partners including resell partners, alliance and SI partners, ISV’s, etc.
- Experience working with ERPs and their ecosystems
- Overly data-driven with comfort operating in a heavy data analysis environment
- Excellent communication and presentation skills, both verbal and written and excited/motivated at the prospect of creating and delivering monthly partner review sessions to a cross functional group of leaders
- Established track record of coordinating and collaborating across multiple functions to book software and services
