VP, Channel Partner and Reseller Program

US-NC-Morrisville
Job ID
2017-2898
Category
Sales
Type
Regular Full-Time

Overview

JAGGAER is the world's leading provider of comprehensive source-to-pay solutions. Some of the largest Commercial, Manufacturing and Life Sciences companies in the world trust JAGGAER with billions of dollars of annual spend. Additionally, JAGGAER is the leading procure-to-pay provider in the Higher Education and Government sectors. JAGGAER eprocurement and strategic sourcing customers across the globe have gained access to the best suppliers, with the best terms, on our scalable, customizable, user-friendly platform. Our SaaS-based, source-to-settle solution provides unparalleled visibility, insights and recommendations to procurement leaders and suppliers. The result is a fluid supply chain driven by powerful spend analysis, comprehensive contract management and efficient accounts payable solutions.

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.

Principal Responsibilities

  • 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

  • Plan and execute initiatives that drive global channel and partner sourced growth
  • Responsible for defining the reseller enablement process and executing the plan for technical and business enablement of the JAGGAER channel ecosystem
  • 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

 

Position Requirements

  • Must have the skills to succeed in a rapidly growing sales environment
  • 6+ years’ experience managing reseller and partner programs, preferably in a SaaS environment
  • Demonstrated ability to drive significant new revenue through partner and reseller programs with proven performance to demonstrate such
  • BA/BS degree in Business or Marketing. MBA preferred
  • Experience with competency-based and product certification programs

 

About Our Benefits 

JAGGAER offers equal employment opportunities without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, age, disability, genetic information, veteran or military status and other protected class characteristics. We offer a generous benefits package including employee and family health, dental and vision coverage, reimbursement accounts for eligible medical expenses; company-paid life insurance, AD&D, short-term and long-term disability benefits; retirement plan with company match and generous paid time off benefits. Additional benefits include education and well-being reimbursements. 

 

JAGGAER offers equal employment opportunities without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, age, disability, genetic information, veteran or military status and other protected class characteristics. 

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