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Manager, Channel Sales for North America

Company: Alteryx
Location: Irvine
Posted on: September 20, 2022

Job Description:

We're looking for problem solvers, innovators, and dreamers who are searching for anything but business as usual. Like us, you're a high performer who's an expert at your craft, constantly challenging the status quo. You value inclusivity and want to join a culture that empowers you to show up as your authentic self. You know that success hinges on commitment, that our differences make us stronger, and that the finish line is always sweeter when the whole team crosses together.

Overview:

Reporting to the VP Partners, Americas, the Director of Channel Sales for North America will be a player/coach and will lead a small regional team of managers in the recruitment, onboarding, and management of partner relationships (reseller, referral, agent, and strategic partners), focusing on leveraging account plans to drive enterprise market adoption of Alteryx solutions to achieve channel/company new bookings and enterprise new logo growth objectives.
The Director's chief responsibility is to lead a successful team of Channel Managers to accelerate Alteryx's bookings growth through partners. Within the framework of Alteryx selling practices, the role will lead the optimization and activation of an existing partner base, while simultaneously accelerating the development of new partners deemed integral to Alteryx's pursuit of end customer enterprises in North America.
The successful candidate will have proven success leading a North America channel sales team, and managing a wide variety of technical partner profiles.

Responsibilities:

  • Exceed quarterly and annual bookings quota, new logo objectives, goals for partner-connected sales, targets for partner deal registrations, and achievement against quarterly MBOs.
  • Drive a culture of multiple parallel customers: partners and their end customers
  • Develop and help execute channel strategy in North America
  • Provide strategic guidance and leadership to a team of Channel Managers while working closely with Partner Programs, Partner Marketing, Partner Enablement, Global Solutions Architects, Systems Engineers, and Customer Support Managers in a fast-paced, still-evolving, cross-functional team environment.
  • Establish direct contacts with priority partners at a senior level, demonstrating strong sales and marketing skills in those interactions, assisting team in maximizing increased deal registrations and fill partner-connected sales funnel.
  • Role model expertly articulating the business value of reselling Alteryx and ensure all direct reports are highly competent in delivering this message.
  • Instill disciplined cadence of partner pipeline reviews with the Channel Managers and prioritized partners.
  • Interview, hire, train, and performance manage Channel Sales associates.
  • Guide team to prioritize spends of time and dollars; approve travel and expenses for optimal use of company funds.
  • Proactively seek out areas of improvement in Alteryx's Channel Sales efforts, map action plans to address, and enlist others as appropriate to achieve positive change
    Qualifications:
    • Bachelor's degree or equivalent with 10+ years of proven success in channel sales, with 3+ years in North America. Ideal candidate will have significant experience with Business Intelligence and/or Data Science Platform market.
    • Proven track record of driving channel sales quota attainment across a team.
    • Skilled in departmental management, performance management, and negotiation.
    • Demonstrated success developing large global channel partners from the ground up.
    • Superb written and verbal communication skills. Ability to translate technology features into business benefits.
    • Polished presentation skills to audiences large and small; highly articulate ambassador for Alteryx Channel Sales.
    • Experience driving integrated solutions that bundle partner services to create joint offerings.
    • Ability to creatively contribute to and coach employees on how to develop go-to-market plans to promote joint solution awareness among partner's end user customer base.
    • Talented cross-functional collaborator able to develop trusted relationships and rapport.
    • Proficient in MS Office products and strong knowledge of Salesforce.com expected.
    • Able to travel as required.
      Desired Skills & Experience:
      • Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment.
      • Flexible, innovative, and able to respond appropriately in a time-critical environment.
      • Innate energy and passion for a role as advocate for Alteryx's emerging channel sales growth.
        Find yourself checking a lot of these boxes but doubting whether you should apply? At Alteryx, we support a growth mindset for our associates through all stages of their careers. If you meet some of the requirements and you share our values, we encourage you to apply. As part of our ongoing commitment to a diverse, equitable, and inclusive workplace, we're invested in building teams with a wide variety of backgrounds, identities, and experiences.

        Benefits & Perks:

        Alteryx has amazing benefits for all Associates which can be viewed here.

Keywords: Alteryx, Irvine , Manager, Channel Sales for North America, Sales , Irvine, California

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