Director, Channel Partner Sales

The Director of Channel Partner sales will be responsible for developing, overseeing & executing the global channel partner strategy for Sybase’s ISV and OEM Partners and directing the  North American Channel Partner Sales team to achieve their revenue goals.

The successful incumbent must be a hands-on strategic and operational leader with  demonstrated success leading channel partner sales teams; Possess understanding of Sybase’s product portfolio and partner value proposition; Keen insight into ISV/OEM partners across North America; and verifiable examples of success meeting and exceeding team revenue targets.

The ideal candidate will possess excellent interpersonal and communication skills; Leadership qualities that inspire a following and command the respect of the team; a Forward-thinking, strategic approach and razor-sharp focus on customer satisfaction.

Responsibilities will include: 

• Serving as strategic client advisor and resource to support the North American Channel sales team in nurturing and further expanding relationships with robust client partner base;


• Directing and managing a coherent and customer-focused team of seasoned professionals; Drive opportunities and achieve revenue targets; Hiring, training, mentoring, leading and motivating as appropriate;


• Understanding customer’s business and product requirements, market trends, and anticipating external/internal factors in combination with proposed solutions; and providing excellent customer care/satisfaction;


• Formulating and implementing strategies and action plans in collaboration with Executive leadership team and Channel Managers to identify and establish new  partnerships;


• Developing and maintaining selling and technical expertise of team; demonstrating depth/breadth of product expertise across relevant portfolio products;


• Upholding and protecting Sybase’s reputation of ensuring that quality, professional and ethical standards, and compliance with company policies and processes are practiced.

The desired incumbent will possess:

• A Minimum of Thirteen years enterprise software sales experience and Five years sales management experience with ISV/OEM partnerships;


• Business acumen and extensive knowledge of enterprise infrastructure software applications;


• Excellent sales and sales leadership skills with demonstrated experience managing channel partner sales teams to achieve and exceed revenue targets;


• Effectiveness in managing coordinated account coverage and negotiations on a global basis, cooperatively working and teaming with other geographic offices and sales force within the company;


• Proven track record of driving and delivering large dollar, high impact business solutions with leading Fortune 1000 corporations and growing multi-year customer relationships;


• Outstanding relationship-building skills coupled with sound judgment and a high degree of responsiveness and integrity; 


• Strong usage of metrics and ability to accurately forecast on an on-going basis;


• Demonstrate excellent communication and presentation skills;


• Exude confidence and leadership in the execution of the job function;


• Proven ability to build trust and maintain the highest levels of ethics and integrity when managing the day-to-day interactions with customers, partners and employees;


• Masters /Bachelors Degree in business or related field preferred;


• Position location open for National consideration; Strong preference for candidates located within commuting range of a Sybase regional sales office.