Director, US Channels Management

Opportunity

An exciting opportunity with an international eLearning company entering the US market.

The hiring company is a leading Eastern European provider of a critically acclaimed eLearning Management System, delivering comprehensive software and courseware for online education and training to the corporate, government, and academic customers.

As a Microsoft Gold Certified Partner and Microsoft Partner of the Year, the company is staging its entry into the US eLearning market by leveraging its relationship with Microsoft and basing its solution on Microsoft’s SharePoint Server.

The newly created position of a US Channels Director is a great opportunity for the right individual to quickly build a substantial business, capitalizing on relationships with Microsoft VARs and Channels Partners in one of the fastest-growing recession-proof industry ($54B by 2010)

As the first management hire in the US, this position presents unlimited opportunities for advancement.

Position Description

Senior management position driving the entire US Channel Management effort with particular emphasis on Microsoft VARs and Channel Partners, creating a distribution network utilizing Microsoft SharePoint. Reports to Director of International Products and Services.

Responsibilities

1. Create a short term objectives and a long term strategic goals business plan.
2. Recruit, build and manage relationships with best channel partners on the market.
3. Identify revenue opportunities and develop on-going pipeline through relationships with channel partners.
4. Create and maintain monthly pipeline, track its progress and report to Headquarters at any given point.
5. Forecast US channel sales
6. Prioritize channel partners based on revenue opportunity, technical ability, and business model.
7. Develop and document US channel development cycle, process and methodology.
8. Analyze and evaluate the effectiveness of sales, methods, costs, and results.
9. Demonstrate company software to the channel partner and their customers in person, via WebEx or Skype.
10. Conduct communications with prospects and partners.
11. Plan and implement (with the help of the tech support staff) initial and ongoing training of channel partners on the product.
12. Perform assigned administrative tasks, including sales reporting, maintaining files, information, and contacts database.
13. Develop status reports, establish schedules and attend/dial into meetings with internal staff.
14. Work closely with worldwide sales, marketing, and product development teams.
15. Be aware of competitor activities, account history, emerging trends and understand how to create and capitalize on opportunities.
16. Plan and represent the company at various industry events.
17. Manage US-based company events and logistics.
18. Develop US-specific channel marketing and sales information materials.
19. Promote positive relations with partners and distributors.
20. Promote company’s image as a leading provider of MS SharePoint-based eLearning management software.

Qualifications

1. Proven track record of meeting and exceeding yearly quotas.
2. Proven track record of building creative and strategic territory plans to increase revenue.
3. At least 10 years of successful experience in channel/VAR sales in the high tech industry.
4. At least 15 years of successful experience in software (B2B) sales.
5. Experience selling Microsoft products, especially MS SharePoint.
6. Strong personal connections and extensive rolodex of MS VAR/Channel contacts. 
7. Thorough knowledge of the eLearning market.
8. Prior experience selling eLearning software preferred.
9. Knowledge of structuring sales quota goals and revenue expectations. 
10. Knowledge of contracting and negotiating.
11. Ability to manage complex consultative sell.
12. Previous experience working for an international/Eastern European company or multi-cultural environment preferred.
13. Some knowledge or Russian would be helpful.
14. Must be willing to travel extensively.
15. Must be high energy and self-motivated.
16. Ability to work remotely, independently, with minimum direction and supervision.
17. Ability to be flexible and wear multiple hats as the new US startup operation requires. 
18. Ability to open doors for a new company in the US market.
19. Dedication and excitement about the product is a must.
20. Excellent presentation skills.
21. Excellent written, verbal and phone communication skills.
22. Excellent interpersonal skills. 
23. Excellent negotiations skills.
24. Detail orientation, with excellent planning, organization and follow-up skills.
25. Proficiency with MS Office Applications (Excel, Powerpoint, Word), Skype, WebEx, Google Docs.
26. Working experience with MS SharePoint is a bonus.
27. BS in Business and/or IT; MBA
28. High leadership potential, an ability to lead the entire US Sales effort in the future

Salary

A competitive package, including salary, commission, pre-IPO ISO, benefits.

Location

Anywhere US. Major metropolitan centers (Boston, San Francisco, Seattle, NYC) preferred.

The Product

An internationally acclaimed (recipient of multiple prestigious awards) eLearning management system with a virtual classroom, where instructors can assign tests and learning materials, monitor progress, stream their presentations and where students can participate in online discussions. The system offers unparallel flexibility in incorporating previously created documents (from MS applications and Web pages to SCORM courses) into the course syllabus. Students can access assignments and materials, view reports, collaborate in forums, wikis, and virtual classrooms. This enhanced learning environment reduces complexity, saves time and makes learning a rewarding experience.

The Company

A leading provider of eLearning management systems and content, with offices in Russia, Europe and the United States.

The company delivers innovative and comprehensive solutions for online education, as well as training, to corporate, government, and academic customers, including more than 700 universities and trade schools.

The company offers an array of services and products—from content and software development to a full set of technologies and tools for implementation of
adaptive learning courses in a Sharable Content Object Reference Model
(SCORM)-based environment. The company serves as a resource for the development of interactive science models, virtual labs, software simulations, real-world equipment simulations, interactive 3D virtual worlds, multimedia objects, complete courses, and many other types of learning content.

Contact Information

Natasha Krol
Managing Partner
Alexander & Krol Executive Search
natasha@alexanderandkrol.com
www.alexanderandkrol.com
1325 Howard Avenue, # 326
Burlingame, CA 94010 USA
fax 650.240.1419
phone 650.759.8252