Regional Channel Director – Asia Pacific - Japan Markets

About Us

Digital.ai, brings together the best and brightest minds from around the world to drive outcomes and revolutionize the software industry. By transforming the way enterprises create, measure, deliver, secure, and continuously improve digital products, we are able to achieve our mission of creating a digital world we can trust.

We enable technology driven enterprises to accelerate digital transformation with the AI-powered DevOps Platform. By unifying, securing, and generating predictive insights across the software lifecycle we empower teams to continuously deliver software with greater quality & security, help companies propel innovation to find new market opportunities, and enhance business value by making smarter software investments.

The Regional Channel Director develops and expands relationships with assigned channel partners. The role is responsible for achieving sales, profitability, and partner recruitment objectives. The Director represents the entire range of company products and services to assigned partners. This role will be reporting to VP – Sales, Asia Pacific & Japan. The role will be preferably based in India.

Responsibilities:

• To have weekly cadence calls with the APAC channel partners / VAD’s to understand the forecast for the current quarter and the next quarter. To ensure that partners are executing on their commits for the annual business plans.
• Provide all the necessary guidance and sales support to the channel partners for the deal progression and closure.
• To maintain a proper record of all the channel partner pipeline in SFDC and doing regular opportunity updates in SFDC.
• To plan with the partners in each region, the Marketing activities to be done for lead generation and pipeline development.
• To identify new potential channel partners / VAD’s in the APJ region and to recruit them.
• To liaison with Digital.ai Partner enablement teams for enabling the Sales and technical teams of the partners.
• Evaluates assigned partner coverage in territory of responsibility, assesses areas of opportunity, and proactively develops partner relationships to ensure maximum coverage for Digital.ai’s complete product line.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Establishes productive, professional relationships with key personnel in assigned partner accounts
• Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements and drives adoption of company programs among assigned partners.
• Maintains high partner satisfaction ratings that meet company standards.
• Coordinates with marketing, customer support, professional services, sales consulting and others to execute the on-boarding plan. Coordinates the creation of sales training materials for partners
• Serve as internal channel advocate to ensure partner and customer satisfaction

Requirements:

Minimum of 10 years of experience in Software Sales and working with Software channel partners. Channel sales management experience in a software environment will be an added advantage.

• Proven track record of initiating new programs, obtaining senior management buy-in and support.
• Exceptional written, verbal, and interpersonal communication skills.
• Proven track record of managing complex projects with the ability to drive through completion
• Ability to effectively work with cross-functional teams across the organization
• Ability to excel in a team-oriented, collaborative, and fast-paced environment;
• Experience working in India / other AP markets
• Possess an energetic attitude, willingness to perform and get things done
• Excellent organization and project management skills