If you love being at the intersection of Sales and Marketing, creating new business with channel and strategic partners and like working in a fast-growing dynamic organization, then this is the place for you!
The Director of International Sales and Strategic Partnerships will have a dual role leading (i) international sales efforts to accelerate growth through direct sales efforts and channel partners, and (ii) and identifying strategic partners in the United States and internationally. This individual contributor will minimize time-to-market and maximize our in-market presence in key strategic geographic areas, establishing a comprehensive channel partner program that includes demand generation, sales enablement, and marketing support, and enhances our strategic partnership relationships. This position will report to the VP of Sales.
ESSENTIAL JOB FUNCTIONS
Develop a plan for ARCOS to expand sales internationally. Lead sales efforts on opportunities outside of the U.S. and Canada.
This will entail finding channel partners to help with lead generation, customer introductions, and potential resale/referral arrangements.
This will also entail finding local partners to help with customer support and implementation, if needed.
Identify prospective partnerships and market opportunities in the U.S. and internationally. Target accelerated growth via channel partners and strategic partnerships.
Manage, design and develop channel partner program by recruiting, enabling and activating channel partners to build their own ARCOS business and become self-supporting revenue generators for the company.
Establish key KPIs and success measures for the partnerships team; based on a clear strategy and business model. Track progress against the partnerships teams’ goals and hitting critical targets.
Support international channel partners with efficient modification of successful domestic programs, including demand generation and sales training.
Develop and manage training program for Partners and deliver training in-person when needed.
Identify, prospect and close complex partnership arrangements that deliver real value to the business.
Organize and deliver (in conjunction with Marketing) online and in-person Partner events, such as Partner Advisory Councils, Partner Conferences and Partner Briefings.
Develop Partner recruitment and onboarding collateral, sales tools, and marketing and communication materials.
Work with VP Sales and Sales teams on the ground in the United States to drive leads and close opportunities from strategic partners.
Collaborate with the Marketing and Product Management to effectively promote products to partners, ensuring product/brand positioning, features and pricing are appropriately addressing market needs.
Plan and manage at both the strategic and operational levels, including establishing budgets, and sales projections.
Understand the company’s capabilities, value propositions and services, as well as the product’s technical features and functions and effectively communicates all offerings to prospects.
Report to the VP of Sales and the executive management team providing regular input on all account activity, including status and call reports on a weekly basis.
Maintain detailed knowledge of each client's business, competition, and latest industry news and trends. Convey knowledge to executive management team to assist in the development of new products and services.
International sales bookings.
Sales bookings generated via channel partners. Volume and value of key in-market co-marketing or product integration partners.
Success and expansion of global service provider channel program.
Achievement of quarterly and annual goals by driving revenue and market share goals.
QUALIFICATIONS, REQUIREMENTS AND SKILLS
A postgraduate degree, i.e., MBA, JD or equivalent experience, and more than ten (10) years experience in international sales, channel development, market development, customer/partner programs, and/or business development. Some of a candidate's experience may be drawn from advisory positions in venture capital or consulting firms.
Must have 7-10 years of sales experience including at least 3 years of international sales experience. Experience in English speaking countries is preferred.
7+ years working in complex, enterprise software solution environments. Experience in SaaS environment preferred.
Experience working in the utility industry is preferred.
Proven channel sales experience. Experience identifying, setting up and working with channel partners in high achievement, target-driven environment.
Successful experience launching into new geographic markets and/or verticals with strategic partners.
Excellent written and oral presentation and communication skills and ability to communicate effectively at all levels, including with top Corporate Executives.
Well-developed skills in strategic and quantitative analysis, business case development, project management, negotiation, communication and leadership.
Demonstrated ability to work cross-functionally, be self-motivated, manage teams, work in a team oriented environment, and supervise outside professionals.
Strong interpersonal skills. Open and highly collaborative, ability to partner well with multiple cross-functional teams.
Proven track record of meeting increased sales goals in support of company growth while growing the sales team.
Proven sales track record with measurable and verifiable results, including quotas.
A solid understanding of ARCOS’ market: products, players, technologies, and contacts in related markets.
Complete competency with MS Windows, Office and GoToMeeting (or equivalent)
Outstanding consultative selling abilities and excellent interpersonal skills.
Experience with a CRM and ability to track activity in detail.
Ability to travel 50% is required. Ability to travel by air is mandatory. Must possess a valid driver’s license, with an acceptable driving record. Must have or be willing to obtain a Passport for international travel.
Candidates must be legally authorized to work in the United States without sponsorship.