JAGGAER is seeking a proven leader with experience in developing and managing global Partner and Reseller programs within a SaaS space. This individual will have a strong impact on organizational and revenue growth worldwide.
The VP, Channel Partner and Reseller Program will help JAGGAER diversify our customer acquisitions by educating and cultivating relationships with our partners and resellers to align with our global strategy.
Targets are set on an annual and quarterly basis, and it is within the scope of this role to develop and execute on initiatives that drive the reseller business to those targets. Metrics contributing to success include (but not limited to): reseller sourced bookings, number of channel/partner sourced deals, number of certified channel/partners, program execution.
While this role does have direct reports, it is very much a hands on role that requires material individual contribution to execute large channel partner programs
Define appropriate target reseller profile through user, market, and competitor research
Create and manage the Reseller Service Sales Program Plan. This plan will include defining the Market Space, creating Reseller service offerings, Reseller Certification Programs, OEM Support, Terms and Conditions for Resellers and Distribution partners, and all other aspects of the Program
Develop and implement effective reseller recruitment strategy. Work with marketing team to generate interest for companies to become resellers. Effectively communicate benefits and opportunities available. Meet reseller recruitment quota as set by the SVP, Sales
Work closely with the marketing and sales teams to drive awareness of the Channel Reseller Program through in-person events, webinars, digital campaigns, co-marketing initiatives and other marketing-related activities
Develop underlying tracking & analysis, and drive experimentation necessary to measure the acquisition, engagement, and monetization value of our reseller recruiting channels and tactics
Success in establishing joint go-to-market plans that yield joint commercial activity with partners and resellers
Establish reseller agreements with qualified candidates
Drive proactive joint sales opportunity mapping and manage field-sales coordination
Establish reseller enablement and onboarding process for new and existing alliances
Own and manage reseller adherence to program requirements
Provide engagement support to resellers, partners and internal colleagues to execute annual objectives