Partner Channel Sales Manager - North America

OverviewPartner Channel Sales Manager - North America at Denodo. Denodo is looking for an entrepreneurial, well-organized, and highly-motivated individual to manage channel, reseller, and systems integrator/consulting partners to drive Denodo’s revenue growth. The role collaborates with Technology & Cloud partners for solutions and selling via cloud marketplaces as part of the extended partner ecosystem team.The Partner Manager/Director will own and deliver results across 5 objectives: Partner Network development, Sourced revenue, Influenced revenue, Pipeline generation, and Joint Partner Solutions for growth and differentiation. This role leads the effort in close coordination with the RVP, Sales and VP, Partner Channel Sales to achieve high growth and profitability through a partner-inclusive strategy and will be supported by an extended team of marketing, SDRs, SAs and direct sales executives to accelerate opportunities through partners.The Partner Channel Sales Manager/Director will develop joint business plans and deliver on key objectives for partnerships, including soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They should be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results.Denodo is investing significantly in this area and seeks a proven and ambitious Partner Channel Sales Manager/Director who can deliver strategic outcomes while also executing with intensity for immediate business impact.The ideal candidate should have proven experience in a relevant Software/SaaS company driving revenue growth through RSI/GSI/Reseller relationships. A rising star with outstanding results in a highly matrixed environment will be considered. A strong product and/or sales background prior to a partner role in data management, enterprise middleware or related markets is valuable.Salary range for this position is between $160,000 USD and $180,000 USD, depending on experience and qualifications.ResponsibilitiesRecruitment, Enablement, DevelopmentProactively recruits new qualifying partnersEstablishes productive, professional relationships with key personnel in assigned partner accountsProactively assesses, clarifies, and validates partner needs, gaps and requirementsDevelops training materials and creates presentations for resellers; coordinates with other teams to deliver partner training for business and technical skillsLeads solution development efforts addressing end-user needs, coordinating necessary company and partner personnelSales Planning and ExecutionLeads a joint partner planning process with mutual objectives, targets, and milestonesCoordinates involvement of company personnel (sales, marketing, support, services, management) to meet partner objectivesMeets targets for profitable sales volume and strategic objectives in the assigned territory and partner accountsSales models may include Direct territories, Indirect-only territories, and VARsBuilds a strong partner pipeline through co-marketing and account/field mappingProvides governance, reporting, and management of indirect and joint/co-selling activitiesGeneral Partner ManagementManages potential channel conflict by fostering communication and adherence to channel rules of engagementEnsures partner compliance with partner agreementsDrives adoption of company programs among assigned partnersMonitors partner performance and coaches them to higher levels of successSupports PRM systems, partner workflows, performance reporting, and partner marketing/support activitiesQualificationsBS/BA or higher degree10+ years in a similar role with a focus on indirect sales and channel development for a software companyTrack record of results-oriented sales and partner management achieving partner recruiting, enablement, opportunity generation, and revenue metricsExcellent knowledge of reseller, systems integrator, and consulting ecosystems; past relationships are a plusExcellent communication, negotiation, and interpersonal skills; ability to build relationships with partners and internal stakeholdersEntrepreneurial mindset, initiative, collaboration, and ability to influence without direct authorityWillingness to travel around 25%Open to any Denodo NA office location #J-18808-Ljbffr

Created: 2025-10-08