VP, Channel Partner Organization (Req#1099)

About the role

As VP of the Channel Partner Organization, you will be responsible for overseeing an organization of channel managers who work with strategic partners to drive profitable and sustainable revenue growth. At ePlus, we believe technology is a people business. Our team is passionate, skilled, and driven to deliver solutions that make a real difference. Join us and be part of a culture that values collaboration, innovation, and extraordinary resu

Responsibilities

• The essential functions of this position include:
• Practice Development
• Manage a team of channel alliance managers to grow revenue and profitability amongst strategic partner relationships
• Evolve and formulate alliance strategy, manage alliance portfolio, negotiate partnership agreements/mou's
• Align strategies of ePlus, and partners to develop pipeline and profitable opportunities to meet or exceed revenue targets
• Establish and grow key strategic relationships within partner organizations
• Collaborate with alliance team & partner stakeholders to develop strategic plans and maximize channel program profitability
• Collaborate with Sales, Marketing, Strategy, Customer Success and Service organizations to ensure partnership alignment with Go to Market priorities.
• Help facilitate access to product training and/or demo labs across the company
• Proactively work with ePlus, vendor management team in achieving vendor certification targets and audit requirements
• Evaluate emerging market trends and vendors go to market directions to accelerate technology adoption
• Build credibility by establishing ePlus, as an authority on given partner solutions
• Expand sales force awareness of vendor offerings through webinars, seminars, speaking engagements, and other forms of media
• Align partner sales and service organization with counterparts at ePlus.
• As a manager, you are also expected to:
• Lead and guide team members, fostering growth through mentoring, coaching, and development, while ensuring effective communication and collaboration.
• Promote an environment of inclusivity and respect, valuing diverse perspectives and encouraging open dialogue among all team members.
• Collaborate on strategic initiatives, leveraging your expertise to drive innovation and positive change within the organization.
• Cultivate a proactive approach to conflict resolution, striving for amicable solutions and escalating concerns as needed.

Requirements

• Bachelor's degree or equivalent experience; advanced degree preferred
• 10+ years of progressively successful career progression within an IT related industry.
• Experience working in a high-growth, fast-paced, high-speed environment and industry
• Working knowledge of the vendor's various technology areas (Unified Communications, Virtualization, Data Center, Storage, etc.)
• Strong organization skills, presentation skills and acute attention to detail
• Exceptional verbal and written communication skills
• Excellent interpersonal relationship skills
• Ability to work independently in a fast-paced, challenging work environment
• Ability to adapt and learn new technologies, products, and processes with little notice
• Ability to exercise judgment in determining appropriate course of action
• Business and Management
• Demonstrated prior success with the following:
• Managing a profit and loss for a line of business (ideal)
• Developing partnerships between different, independent entities
• Excelling in sales and relationship building roles
• Technical Experience
• Technical working knowledge within area of specialty
• Previous success in driving IT solution sales with technical decision-makers
• Demonstrated skill at working with multiple players across technical disciplines
• Demonstrated ability to guide teams through vendors' product strategies
• Holds highest or multiple advanced vendor certifications
• Position Specifics
• #LI-KB1
• #IND1

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