Description Leidos SES is a leading global provider of comprehensive security and detection solutions for airports, ports, borders, and other critical infrastructure. We deliver fast, frictionless, and fully integrated solutions that secure the movement of people and commerce around the world.
KEY RESPONSIBILITIES This role works hand in hand with the vertical sales leaders and is directly responsible for the administration and execution of the channel strategy. The mission of the Director, Channel Management is to actively seek out, introduce, and cultivate strategic partnerships and alliances with leading companies that will add to Leidos' steadily growing customer base and increasing revenue stream. Additionally, this individual will be responsible for improving customer acquisition; planning and implementing customer presentations; overseeing account profiles; monitoring competitor activity; helping all communications with resellers; creating plans for growing market share; and communicating channel activities and providing systems to assist in the selling process.
Top level objectives will include:
Assess the current Channel Partners and classify them according to the current channel program tier.Identify and engage new partnerships to fill gaps and enhance Leidos position in the respective markets.Develop our partner Ecosystem to:
Scale FasterSupport additional use casesDrive partner-sourced / influenced dealsReach new audiences via co-marketing / sellingDrive consistency & predictabilityDevelop, educate, and support systems & processesDrive the following attributes of the Partner Program:
EnablementComplianceRelationship ManagementPipeline and deal managementForecastingPartner EventsCo-MarketingManage population:
Assess gaps in geographic or vertical market coverage.Identify and engage new partnerships to fill gaps and enhance Leidos position in the respective markets.Develop and gain internal approval of partners, engagements, and pricing strategies.
Support the field sales organization in key opportunities.
Develop a plan to enhance these partnerships by truly understanding the sweet spot of each partner and then developing relationships accordingly.
Develop core tools to assure that partners have needed information to effectively conduct business in their defined markets.
Provide monthly reporting of estimates, pipeline, and other KPIs.
The Director, Channel Management will champion attractive alliances and partnership targets, and the cultivation of existing partnerships utilizing the Channel Partner Program framework. This role will manage and drive the complete strategic alliance & partnerships for global partnerships, ISVs (Independent Software Vendors), and Channel partners.
EXPERIENCE REQUIRED: The Director, Channel Management will be a seasoned executive with tremendous drive, intelligence, and capability.The successful candidate will be a multi-dimensional thinker who operates not only on the basis of important past experiences but in light of new approaches and developments that occur in the market.Multiple language capabilities, in addition to English, are desirable.Bachelor's degree or equivalent in a related field and 15+ years of prior relevant experience or a Master's with 13+ years of prior relevant experience.Additional qualifications include: Strong software industry experience with an understanding of market segments preferably in AVSEC and Ports & Borders.A strong desire to grow the business, interest in people on a personal and professional level, proven negotiation skills, and strong leadership skills.A passion for excellence, being an energetic self-starter, and the desire to have a significant impact on the business. Writing and presentation skills must be superb, including the ability to communicate complex financial information and concepts to C-level executives. Creative leadership and an entrepreneurial spirit are critical success factors.Original Posting Date:********
While subject to change based on business needs, Leidos reasonably anticipates that this job requisition will remain open for at least 3 days with an anticipated close date of no earlier than 3 days after the original posting date as listed above.
Pay Range:Pay Range $144,300.00 - $260,850.00
The Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreements (if any), or other law.
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