Director of Channel Sales Execution - US

Company: Datarobot
Location: Agawam
Posted on: January 13, 2022

Job Description:

Job Description:

Director of Channel Sales Execution

DataRobot is looking for a high impact Channel Sales Coach to support our growing Channel Sales Team. You'll be comfortable with the concepts of selling and know what it takes to succeed in a fast paced channel selling environment.

Youll collaborate with a passionate team of partner channel account managers (CAMs) who directly manage relationships with partners, hold them accountable for enablement and shepherd our partners toward achieving self-sufficiency with respect to selling and teaching their own clients how to use the DataRobot Platform. Specifically, your job is to coach internal partner CAMs and ensure they practice our proven sales frameworks and philosophies to maximize success.

Responsibilities:

• Develop the global channels/partner team to more effectively onboard & support a rapidly growing list of partners
• Build channel-specific training content to develop & cultivate a growing team
• Plan and lead key skills training, including as part of new hire onboarding or training to support excellence in execution of the DataRobot Channel Process
• Support the worldwide channels team and partners in executing the DataRobot channel process at all stages
• Actively participate in the sales cycles, guiding both new and tenured channel managers to execute on the DataRobot Channel Process
• Support the wider Enablement team in executing key company events such as Quarterly Business Reviews (QBRs), Sales Kick Off and Mid-Year Training
• Champion our proprietary BEPIC sales process across the sales team (more on that later)
• Mentor the sales team on how to answer the following questions:
  • How do I approach a partner? How do I qualify a partner?
  • What conversations should I have? How do I run a BEPIC process?
  • How should I position training?
  • How should I run a Propensity to Buy (P2B) meeting? Should I be using the 3 Whys document?
  • In summary, the question you should ruminate on is: How can I make the Partner Sales team better?
    
    
    Minimum Requirements
    
    
    • Fluent English language skills both written and verbal
    • 5+ years experience as a highly accomplished Enterprise Channel Specialist/Channel Account Manager (CAM) or relevant partner sales experience
    • Degree level education
      
      All U.S. DataRobot employees must be fully vaccinated against COVID-19. If there is a medical, religious, or other legally protected reason that prevents you from receiving an available COVID-19 vaccination, and you are selected as a candidate for consideration, we have a process in place to evaluate requests for accommodation.
      
      DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labors EEO poster and EEO poster supplement for additional information.
      
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Keywords: Datarobot, Springfield , Director of Channel Sales Execution - US, Sales , Agawam, Massachusetts