VP, Partner & Channel Sales, North America

Job Description

Denodo is looking for a creative, well‑organized, highly‑motivated and results‑oriented individual to lead and drive the Partner, Channels and Alliances strategy in North America. Reporting to the EVP, the individual will own and execute partner‑inclusive strategy for NA. In addition to leading several partner managers for key channel, reseller, and systems integrator/consulting partners, the individual will also own a few strategic partners and initiatives that integrate solutions and GTM with cloud/technology alliances.

This is a strategic leadership position that requires proven partner management experience and the ability to collaborate with sales and customer success to elevate partner roles in NA to world‑class levels in terms of sourced/influenced revenue, AI and cloud‑ready solutions, and post‑sales service effectiveness.

The leader will demonstrate progress and results for key KPIs such as:
Strength and Depth of Partner network, Partner‑Sourced ACV/pipeline, Partner‑Influenced ACV/pipeline, Partner‑Resell via Cloud Marketplaces, Elevating the Denodo Brand/Solution by advisory partners, and Joint/tri‑party Solutions and GTM initiatives.

190k‑210k base in addition to a commission structure

Require commuting to one of our offices 3 days a week (Palo Alto, Chicago or New York)

• Identify the right partner mix and proactively recruit new qualifying partners
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Proactively assess, clarify, and validate partner needs, gaps and requirements to be successful on an ongoing basis
• Deliver updated and continuous enablement to partners across the sales cycle and coordinate with other company teams to develop adequate partner training for business and technical skills
• Lead solution development efforts (including cloud tri‑party solutions) that best address end‑user needs while coordinating all company and partner personnel

• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Coordinate the involvement of direct sales, marketing, support, services, and management resources in order to meet partner performance objectives and partners’ expectations
• Build a strong partner pipeline through co‑marketing programs, account and field mapping of company and partner sellers, and co‑sell programs with hyperscalers
• Meet assigned targets for profitable sales volume (sourced and influenced) and strategic objectives in assigned territory and partner accounts
• Depending on the territory may achieve revenue goals working in several sales models:
  Direct/Partner‑led co‑sell;
  Indirect/Distribution; VAR/Solutions

• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Ensure partner compliance with partner agreements
• Drive adoption of company programs among assigned partners
• Monitor performance of partners and coach them to higher levels of success
• Assist the overall partner programs and operations team in enhancing PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program

• BS/BA or higher degree
• 5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company. Previous experience in direct sales, consulting or products
• Track record of results‑oriented sales and partner management that sets and achieves aforementioned KPIs
• Strong networks and experience with reseller, systems integrator and consulting ecosystem at senior management levels
• Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company
• Willingness to travel around 25‑50%
• Be…