Channel Sales Representative

Attivio is seeking an Channel Sales Representative to support their efforts to forge new relationships and manage existing partnerships.  The position is specifically responsible for participating in driving revenue through strategic alliances. The Channel Sales Representative will assist in developing business value propositions with targeted partners and execute on strategic and tactical programs to achieve revenue targets. The successful candidate will have a background in collaborating within a team and executing on field level sales and marketing initiatives.

Responsibilities

• Work directly with GM High Tech Sales in defining, initiating and implementing revenue generating partner programs.
• Work to build and maintain strategic partnerships and execute on joint selling initiatives including referral, influence, co-sell and resell programs that provide clear revenue objectives for both parties
• Outbound telephone prospecting and lead generation activities with Partners.
• Candidate must expect to have substantial travel (at least 50% of the time).
• Provide regular reports as needed to GM High Tech Sales on prospecting and lead generation activities and status
• Broker field based sales relationships between targeted partners and Attivio to identify and close joint sales opportunities, generating incremental revenue for both companies
• Develop and track pipeline associated with targeted partnerships as applicable
• Develop and deliver partner sales and marketing programs jointly developed with partner counterparts
• Participate in the creation and delivery of repeatable, partner specific value propositions in order to build commitment and traction between Attivio and it's partners
• Maintain and achieve quota on a quarterly and annual basis
• Assist in the management of the day-to-day operations of each partnership serving as a proactive liaison and escalation point of partnership issues
• Promote partnerships internally and within the partner's organization to drive revenue generating programs in the field
• Develop comprehensive knowledge of targeted partner ecosystems through research, partner interactions and other means
• Work closely with sales and marketing to develop and implement strategic and tactical partner marketing plans, programs and campaigns
• Collectively work with internal counterparts in sales engineering, product management, development, etc to innovate and establish features, functions and benefits vital to solution delivery with and through technology partners
• Participate in the negotiate and management of alliance agreements
  

Requirements

• MUST have 3-5 years experience in channel sales with a proven track record in recruiting, training and selling with 3-8 channel partners.
• The successful candidate has built co-marketing programs, training and sales support programs. The key here is a record of driving business and getting partner commitment.
• Must have a track record of earning at least $150k/year (OTE) over the past 3-5 years (W-2's required)
• Proven experience working within teams to drive revenue through partnerships, alliances and channel programs for an enterprise software company
• Experience working with systems integrators is required
• Experience collaborating with partners at a strategic and tactical level to develop go-to-market revenue generating programs
• Proven lead generation experience
• Strong business and professional acumen with an ability to work effectively across all levels of and organization
• Excellent presentation, written, and overall communication skills
• Strong business planning, management and execution skills
• Understanding of the software development, product release and market positioning process
• Ability to work in a dynamic, start-up, entrepreneurial organization in both a team and autonomous environment
• Experience in email archiving, rdbms, BI tools & search is highly desirable
• Candidate must have at least 3 channel partner references
• BA/BS degree
  

Sales & Marketing