ಕೆಲಸದ ವಿವರ

Role Overview

This role involves leading the partner sales efforts for AiRISTA in the Americas region, focusing on managing reseller and strategic partner relationships to drive revenue growth. The Director will create and execute business plans and go-to-market strategies, facilitate agreement signings, and oversee sales processes to achieve significant annual revenue targets.

Primary Responsibilities

Develop and implement yearly business plans for resellers operating under a sell-through model.
Formulate go-to-market strategies for strategic partners engaged in a sell-with model.
Manage and finalize resale agreements effectively.
Follow the company's structured sales process including lead generation, opportunity creation, opportunity management, and closure.
Maintain up-to-date records of owned opportunities on a weekly basis.
Support resellers and partners with qualifying and securing sales opportunities.
Collaborate with AiRISTA's sales team to close deals sourced from partners, facilitating necessary meetings between involved sales groups.
Develop and manage the deal registration process for efficient sales coordination.
Coordinate with marketing to create partner-focused materials like presentations, datasheets, case studies, videos, and press releases.
Design and manage partner campaigns aimed at generating new business leads and expanding product adoption.
Analyze sales and partner engagement data to measure campaign success and inform strategic decisions.
Identify and establish relationships with new partner prospects independently.
Deliver sales and marketing presentations and provide training including product demonstrations to clients and partners.
Lead quarterly business reviews with key partners to monitor progress and align strategies.
Oversee resources to complete sales proposals and handle direct quoting.
Support marketing initiatives such as trade shows and one-on-one meetings.
Build and maintain professional relationships with technical and business stakeholders at partner organizations.
Conduct monthly check-ins with assigned partners to ensure alignment and progress.
Coordinate involvement of other internal resources such as support teams when necessary.
Represent partner interests by providing strategic feedback to the company.
Negotiate deal terms and seek management approvals as needed.

Desired Characteristics

Exceptional interpersonal skills with ability to empathize and operate collaboratively.
Driven to achieve success while maintaining ethical standards.
Respected as a consultative partner by peers and customers.
Strong enthusiasm for technology and its transformative potential.
Highly detail-oriented and accountable for partner outcomes.
Self-reliant with awareness of when to seek assistance.

Performance Metrics and Accountability

Surpass $18 million yearly target in opportunities created across resellers and strategic partners.
Exceed $6 million annual goal for opportunities closed and won.

Organizational Collaboration

Engage specialists, implementation, service, and management resources as required.
Coordinate with AiRISTA sales staff for collaborative sell-with deals.
Work closely with customer service to ensure client satisfaction and address issues.
Partner with marketing on campaign planning and content development.

Compensation Details

This position offers a base salary plus an uncapped commission structure. The commission rates are highest for deals initiated and closed through managed partners. For an annual sales volume of $5 million, commission payments and incentive bonuses are expected to total over $100,000.

Director - AMER Partners