Job Title:          Director of Channel Programs    

Location:          Milwaukee, WI

Travel:             50%

Summary:

The Director of Channel Programs defines, builds and maintains competitive channel support programs that meet channel partner and PKWARE needs for effective sell-through and delivery of PKWARE products, solutions and support globally.

Role and Responsibilities (and other duties as assigned):

  1. Define and prioritize channel program elements through constant interface with channel partners and distributors and PKWARE sales and executive management.
  2. Research, identify, and classify potential channel partners.
  3. Understand the competitive positioning of PKWARE’s channel programs.
  4. Drive creation of channel program elements, including policies, promotions, sales programs, marketing materials, sales collateral, website/portal, and ordering systems, for example.
  5. Assist in channel recruitment efforts by working with partner development to communicate channel value proposition and support.
  6. Assure channel programs meet best practices and legal standards by territory and market segment.
  7. Work with PKWARE Marketing and external agencies to create marketing programs to support channel development initiatives.
  8. Plan and manage budget for channel programs and marketing.
  9. Work cross-functionally with sales management, sales engineering, and channels to drive channel revenue.
  10. Communicate channel program goals, requirements, successes, and rules of engagement throughout PKWARE to maximize program success.
  11. Advocate internally for channel partners.
  12. Conduct quarterly business reviews with key channel partners.

Required / Desired Experience:

  • Mastery of global channel program planning and execution, preferably at least ten years, as demonstrated by a successful track record in other software manufacturers
  • Specific experience in infrastructure software markets, especially security or data center software
  • Deep vertical market knowledge in one or more key sectors: Healthcare, Government, Financial Services, or Retail

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
 
The noise level in the work environment is usually moderate.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must occasionally lift and/or move up to 5 pounds.  Specific vision abilities required by this job include ability to adjust focus.  While performing the duties of this job, the employee is regularly required to sit; use hands to operate computer mouse; reach with hands and arms for telephone and talk or hear.  The employee is occasionally required to stand; walk; climb or balance; stoop, kneel, crouch, or crawl and taste or smell.

 

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