M+E Technology Job Board

Director, North America Channel and GSIs

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MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.
Job Description

The Role: The MicroStrategy North America Channel and GSIs Director has a dual role of a) establishing a successful two-tier partner channel distribution model in North America, and b) running all the alliance and go-to-market aspects of partnering with key Global Systems Integrators (Deloitte, Cognizant, Accenture, etc.). This position is responsible for providing leadership, management, and strategy for the resell motion with a Distributor and associated tier 2 resellers, and the sell with/go-to-market engagement and all joint activities with GSIs.

The Director will have a myriad of different responsibilities to ensure leverage and consistent engagement with these partnerships to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations. This role will report to the EVP of Channels and Alliances but will have several dotted line coordination requirements for consistent communication and engagement with Sales, Inside Sales and Product Marketing/Development. This position will be a knowledge expert on all aspects of the above partnerships, and will be asked to present at QBRs, executive meetings, training, and events.

The person in this role will demonstrate a deep understanding of each of the above partnerships’ go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management.

Your Focus:

North America Channel

Own the evolution and execution of the MicroStrategy two-tier distribution channel program in North America with guidance from the EVP of MicroStrategy Channels and Alliances
Own and manage the relationship with North America named resell Distributor and the tier 2 resellers in the commercial non-Federal) market
Recruit and identify new partnership opportunities across tier 2 reseller partners
Develop a plan to enhance these partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly.
Enables and/or supports the development of new initiatives in cooperation with Marketing, Sales, Product Management, Partners, and other internal teams to drive new monetization.
Establish and maintain critical relationships within the assigned partners with a specific emphasis toward growing that partner business and increasing high-quality lead flow to the MicroStrategy business
Represent the interests of the assigned partners within MicroStrategy to elevate our partner relationship and build maximum awareness within the company, ensuring that critical internal organizational resources are marshalled strategically and effectively demonstrate that MicroStrategy supports the needs of the partners’ products and services, and sales are facilitated
Be accountable for the channel sales target and forecast, along with critical business plan KPIs
Provide leadership and development for the channel team members
Ensure commitment from the partners for revenue goals, pipeline development, focus and capabilities critical for GTM and customer success
Focus on the strategic nature of the relationship to build long-term value and sustainable success for both the Partners and MicroStrategy

Global Systems Integrators

Work with the global leader(s) from key GSIs (Deloitte, Cognizant, Accenture, etc.) to develop a joint strategy and plan that includes investments in capacity and skills, co-selling (influenced) revenue, and development of industry & cloud-based accelerators
Execute GTM plans with an initial focus in North America and develop capacity plans, driving influenced revenue growth and delivering customer success.
Take partner sales plays, offerings, and industry assets/solutions to specific markets for local execution and engagement with our MicroStrategy field sales teams
Drive partners to create MicroStrategy-based industry solutions or templates to leverage partner IP and vertical expertise with MicroStrategy sales teams. Publish these solutions in the MicroStrategy Partner Solutions Catalog
Execute, manage, and deliver pipeline and revenue tied to GSI strategies and initiatives in close alignment with internal and external stakeholders
Identify target accounts and sign off with sales leadership
Review sales play metrics/effectiveness on a recurring basis with Partners and Sales Regions
Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments
Conduct regular cadence between GSIs & MicroStrategy stakeholders


Required Experience and Skills

Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus

You should also bring the following:

BA, BS (or equivalent work experience), MBA preferred
10+ years experience in Sales Leadership – Account, Alliance, or Partner Management
Proven experience in the management of large global partnerships and/or distribution channels
Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships
GSIs (Deloitte, Cognizant, Accenture, etc.,) partnership experience preferred
Channel experience including selling with or managing channel partners in a two-tier distribution model
Demonstrated history of managing quota-bearing sales or channel teams
Proven history of working independently and with cross-functional teams to achieve company and team objectives
Attention to detail and the ability to plan and execute are essential
Strong business acumen and capable of developing and managing strategic plans with partner and company executives
Strategic planning and analytic capabilities
Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly
Ability to excel in a team environment, espousing cooperation, and mutual respect
Demonstrated ability to work in a virtual and matrix environment
Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment
25% Travel with the ability to travel internationally
Strong communication (written and verbal) and presentation skills
“Whatever it takes” attitude and motivation to do whatever necessary to assist in winning business