Position available
Director of Business Development
(Based in Silicon Valley)
Business Development Group
Overview:
Teradici Corporation is seeking a strong business development professional to take responsibility for the overall engagement and joint sales success between Teradici and a one of our top tier strategic partners. This will include driving joint solutions into the marketplace by leveraging each other’s routes to market. In addition, he/she will be responsible for driving successful go to market programs and ensuring that all technical initiatives are successfully managed to completion. As a seasoned sales and channel executive, you will own the partnering strategy, relationship development and execution of joint partner-leveraged programs.
The successful candidate will have extensive experience working within a highly strategic, solution based sales environment and will have demonstrated success meeting corporate sales, revenue, operational, and strategic goals. In addition, the successful candidate will have experience with technical program management and field market development. This role will be a good fit for someone who is competitive and result-oriented, while at the same time being a consummate team player and possessing the highest level of integrity in their business conduct.
Responsibilities:
- Work closely with Teradici and our strategic partner’s sales organization to ensure close alignment between Teradici and our partner’s sales objectives.
- Develop and manage the Partner-Teradici worldwide pipeline.
- Maximize joint sales success by driving focused sales initiatives into priority segments and target clients.
- Manage a consistent and continuous sales and pipeline cadence with our strategic partner.
- Develop and maintain meaningful relationships with our strategic partner’s senior level management, sales, channel, technical and marketing personnel.
- Develop relationships with our strategic partner’s channel partners at all levels including senior level management.
- Work closely with Teradici marketing to develop, coordinate and implement high return, joint go-to-market programs including support of critical trade show events.
- Provide project management support to Teradici-Partner technical initiatives.
- Drive new strategic initiatives based on future roadmap alignment working closely with our strategic partner’s corporate executive team.
- Lead Teradici-Partner annual and quarterly planning.
- Lead cross-functional teams across Teradici to support achievement of joint Partner goals and objectives
Key Requirements:
- 8+ years of account management, strategic partner management, alliance management with Tier 1 virtualization, enterprise software, cloud or networking companies
- Product management/product marketing experience as well as direct selling is a plus
- Track record of success in driving the entire sales process from start to finish; an understanding of the sales methodology and booking process is required
- Past experience and proven success with the development, coordination and project management of joint technical programs
- Demonstrated an ability to build, lead and execute channel-led sales plays
- Extensive experience with deal development and contract negotiation
- Excellent technical knowledge and aptitude for learning
- Virtualization, server, networking and /or enterprise IT knowledge
- Strong understanding of software pricing and licensing models
- Ability to communicate the business value and ROI of joint solutions, strong financial selling skills
- Ability to develop relationships at all levels both internally and with partner organizations
- Results-oriented with a proven ability to meet or exceed revenue targets
Response Information:
Submit your resume and cover letter.
Applicants MUST quote DBDEV - WB in the subject line.
We thank all applicants for their interest, however only those to be interviewed will be contacted.
