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Director, Channel Sales

Munich, Germany | Proofpoint

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    General Management
  • Experience:
Job Description:
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As the EMEA Channel Director you will be responsible for the design, development and execution of revenue generating channel sales programs with Proofpoint’s channel partners in EMEA. You will work very closely with the channel partners, the channel sales teams, country sales managers and the marketing teams to support and accelerate all channel activities on an EMEA basis. 

You will be directly responsible for defining all channel programs, joint marketing programs, partner program launch activities, sales promotions and product marketing in partner channels. You must have high energy, be able to multi-task, execute on your plan, be highly accomplished at communicating and working in a matrix environment, and be a team player. European and US travel is required. 

Your day-to-day

Manage team of Channel Account Managers across many countries in EMEA and drive channel sales.

Develop, design, implement and measure channel programs.

Direct the recruitment and engagement efforts of new partners within new defined channels.

Manage the launch process and documentation of revisions and additions to the partner program.

Manage and monitor execution of all channel programs, working closely with partners as well as the marketing, sales, and business development teams.

Evaluate program opportunities based on consistency with overall business goals and marketing strategy.

Design and implement measurements to quantify revenue generated from programs executed in the channel.

Increase partner contribution to EMEA revenues.

Evaluate and measure current processes, and where necessary, establish more efficient and consistent ones.

Review channel results.

Develop personal relationship with key partners in the region.

Evangelize and champion channel mission, purpose, and needs internally.

Direct channel marketing research to understand customer and partner needs.

What you bring to the team

Extensive experience of successfully developing and deploying channel programs in EMEA.

Strong understanding of channel ecosystem – role of VARs, MSPs, Consultants, Systems Integrators, and Distributors.

Knowledge of several or all of following software solution spaces: archive, eDiscovery, enterprise content management, email security, email, security.

Understanding of partner models based on SaaS and software solutions.

Can demonstrate strong and fast indirect sales growth across many countries in EMEA.

Can demonstrate growth in channel contribution to the overall EMEA sales.

Capacity to manage a team distributed across many countries.

Strong understanding of marketing concepts.

Proven track record in leading and working effectively with cross-functional teams, including the sales organization, operations, and finance.

Excellent interpersonal, communication, teamwork, presentation, and project management skills.

Innovator with the ability to influence employees and management at all levels, both internally and externally.

Fluent English essential, any additional European Language will be an advantage.

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