Director Channel Sales

1 day ago

Sydney, New South Wales, Australia HCLSoftware Full time $120,000 - $250,000 per year

Role Summary:

We are looking for a seasoned professional with extensive experience in partner management, sales, and business development within the technology industry. The ideal candidate will have a proven track record of managing partner sales relationships at senior executive levels, closing complex enterprise software deals, and driving partner-led sales engagements.

Key Responsibilities:

  • Build deep, strategic, and sustainable partnerships with Named Business Partners to increase market share and execute joint go-to-market plans.
  • Meet assigned sales and pipeline targets with Named Business Partners.
  • Implement structured, programmatic execution of the Global Partner Program with Named Partners.
  • Develop strategies and leverage company resources to generate incremental partner-originated pipeline (existing, new, and net new) to maximize sales volume and profit from partner accounts.
  • Engage and collaborate with cross-functional HCL teams including Product Sales Specialists, Technical Advisors, Customer Success Managers, Legal, and HCL Senior Executives as needed.
  • Ensure partner commitment for pipeline generation, revenue goals, focus, and capabilities across the Partner Sales Territory.
  • Execute Partner Sales KPIs for revenue and scorecard metrics.
  • Monitor progress against business objectives; identify, manage, and escalate roadblocks, conflicts, portfolio gaps, or competitive threats.
  • Track market landscape and apply insights to influence business planning and partner strategy decisions.

Required Experience & Skills:

Education:
Bachelor's Degree.

Experience:

  • 13+ years in partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry.
  • 8+ years in planning, budgeting, and project management activities.
  • Proven success in closing complex enterprise software deals.
  • Technical understanding of enterprise software solutions.
  • Strong ability to manage partner sales relationships at senior executive levels.
  • Experience working across culturally diverse teams to solve partner and customer issues.
  • Deep understanding of software licensing business and sales models.
  • Strong communication, presentation, collaboration, and negotiation skills.
  • Proven ability to drive partner-led sales engagements.
  • Good understanding of HCL Software business models and ecosystem.

Key Competencies:

  • Strategic thinking and business acumen
  • Relationship-building and stakeholder management
  • Pipeline generation and revenue-focused execution
  • Market intelligence and competitive awareness
  • Programmatic execution of partner initiatives

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