Director, Channels

About Nintex: At Nintex, we are transforming the way people work, everywhere.
Nintex is the global standard for process intelligence and automation. Today more than 10,000 public and private sector organizations across 90 countries turn to the Nintex Process Platform to accelerate progress on their digital transformation journeys by quickly and easily managing, automating and optimizing business processes. We improve their lives though the technology we build. For the intex sales organization, the success of our customers and partners is at the center of everything we do. Our team is dynamic, fun, vibrant, motivated, ambitious and we’re driven to crush our numbers while having fun. We’re looking for experienced sellers that are driven to succeed and align well to our corporate values and culture. We are committed to fostering a workplace that supports amazing people in doing their very best work every day. Collaboration is constant, our workplace is fun, the environment is fast-paced and we value our people’s curiosity, ideas and enthusiasm. We deliver on our commitments, we don't wait to implement ideas or fix issues, and we treat each other with respect and consideration. About the role: As Director of Channels & Alliances, you will play a pivotal role in driving the company's channel partner sales strategy, fostering strong relationships, and maximizing revenue opportunities through collaborative partnerships. Critical in driving the success of the company's channel partnerships, contributing to overall business growth and market expansion. This is a strategic and leadership role, responsible for developing and managing relationships with key channel partners. This position requires a combination of strong business acumen, sales expertise, and the ability to build and maintain effective partnerships, while being able to drive and own the operational and key sales metrics of the company’s partner sales motion. Coaching and developing a team of high performing Partner Account Managers is a key element of the role, ensuring we ae developing scale in our partner network, recruiting new best breed of partners alongside having a strategy in place to cultivate technical and solution skillsets, networking within our partner community, leveraging cross-functional teams in the business. Your contribution will be: People Management:
Lead and mentor a team of channel partner professionals, providing guidance and support to ensure individual and collective success. Foster a collaborative and high-performance team culture, encouraging continuous learning and development. Conduct regular performance evaluations, set clear performance expectations, and provide constructive feedback to team members. Drive PAMs to source partners and encourage co-sell with Nintex direct sales team and channel partners.
Partner Relationship Management:
Develop and maintain strong relationships with key channel partners, serving as the primary point of contact. Collaborate with partners to understand their business goals, challenges, and market positioning. Act as an advocate for partners within the company, ensuring their needs are understood and addressed.
Strategic Planning and Execution:
Work closely with cross-functional teams to develop and execute strategic plans that align with company goals and drive channel partner success. Identify and pursue new business opportunities, ensuring alignment with the overall corporate strategy. Drive the implementation of joint business plans with key partners to achieve mutual objectives.
Collaboration with Sales Team:
Work closely with the sales team to align channel partner activities with overall sales strategies and targets. Facilitate communication and information exchange between the channel partner team and the sales team to ensure a unified approach. Collaborate on the development of joint sales and marketing initiatives to drive revenue growth through channel partnerships.
Sales Enablement and Training:
Collaborate with the sales and marketing teams to develop training programs and resources for partners. Ensure that partners have a deep understanding of the company's products or services, value propositions, and competitive differentiators. Provide ongoing support to enable partners to effectively position and sell the company's offerings.
Performance Analysis and Optimization:
Monitor and analyze key performance indicators (KPIs) to assess the effectiveness of channel partner programs. Identify areas for improvement and optimization, implementing changes to enhance program performance. Regularly report on the success of channel partnerships to internal stakeholders.
Contract Negotiation and Management:
Lead negotiations with potential and existing channel partners, ensuring agreements are mutually beneficial. Work closely with legal and finance teams to finalize contracts and ensure compliance with company policies. Monitor contract performance and address any issues that may arise.
Market and Competitive Intelligence:
Stay informed about industry trends, competitor offerings, and emerging technologies, providing strategic insights and recommendations to enable customers to stay ahead in their respective markets. Utilize market intelligence to inform channel strategies and identify opportunities for differentiation. Provide insights to internal teams regarding market changes and competitor movements.
To be successful, we think you need:
Bachelor's degree in Sales, Marketing or Business or a related field is preferred. Proven experience in channel partner management in the SaaS industry (7+ years). In-depth knowledge of SaaS solutions and their applications. Strong understanding of the industry/market and its challenges. Excellent with customer relationships and engagement. Proven ability to lead and inspire cross-functional teams. Demonstrated experience in leading and managing teams. Strong strategic thinking, analytical and problem-solving abilities. Track record of achieving or exceeding sales targets and other key performance metrics. Excellent communication, negotiation, and presentation skills. Customer-centric mindset. Excellent interpersonal skills with a high level of trust and integrity, great influencer, respected by partners and customers. Strong attention to detail. Familiarity with CRM software and account management tools.
What’s in it for you? Nintex employees have the freedom to work how they work best. We are virtual-first across our global workforce. Our people work in the way that best suits them and their teams - whether at home, in an office, or another place that sparks creativity, focus and collaboration. Our work environment is such that our people can successfully deliver their work while adequately supporting their lifestyle and preferences.
While our offerings differ from country to country, we offer our entire global workforce an array of exciting perks and benefits, including
Global Gratitude and Recharge Days Mindfulness and counseling resources Invention/patenting assistance Meaningful recognition Community impact opportunities Multiple tools through which to learn and grow, and an incredible global community
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