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Director, enterprise channel sales

4 months ago

Mississauga, Canada SOTI Inc. North America Full time

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Job Title

Director, Enterprise Channel Sales

Location:

Mississauga (Hybrid)

Who We Are

At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done.

What’s in it for you?

The People - From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big Gain valuable leadership experience that will foster opportunity for further career progression in sales leadership.

The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams.

What You’ll Do

  • Develop and scale a channel-driven business and develop a strategy for driving greater business through SOTI’s top channel partners in North America.
  • Partner with the internal teams to design and launch partner programs that maximize channel-driven business pipeline and growth.
  • Lead Account Executives, Field Marketing & pre-sales engineers to create and implement channel-driven growth strategies, account plans, and business processes for an assigned list of key accounts.
  • Ability to streamline complex processes and implement workflows/programs designed to increase efficiency, maximize customer experience and wallet share expansion with SOTI.
  • Outstanding consultative channel selling abilities and excellent interpersonal skills with executive-level customers and partners.
  • Collaborate with senior executives in complex implementation projects, ensuring channel support is available.
  • Excellent at leveraging C-level relationships with executives to sell solutions against competitors.
  • Work closely with product, engineering, and marketing teams to translate business goals into a GTM plan with the partner ecosystem.
  • Lead cross-functional teams within an organization and partner organization.
  • To lead SOTI through large, complex commercial and legal negotiations, working with large enterprises' procurement, legal, and business teams.
  • Ability to work with pre-sales (in-house/partner) and customers’ technical leads to define migration plans and build business cases for migrations.
  • Excellent channel program skills, with experience leading and implementing high-impact programs with cross-functional teams.
  • Ability to manage multiple, time-sensitive projects with competing priorities while driving high-growth revenue goals with minimal guidance and high attention to detail.
  • Excellent verbal and written communication skills
  • Annual regional growth expectations of 30%+ YoY
  • Coach, mentor and maintain senior account team, recruit new talent to fill talent gaps, and promote to other regions within the company.

Experience You’ll Bring

  • 7-10+ years of leadership experience in IT services and SaaS.
  • Fluid understanding of mobility concepts such as COPE, BYOD, and IoT and how they relate to the market.
  • Experience with Android and Apple OS and their positions within various commercial industries.
  • Experience with Cloud platforms (AWS and Azure)
  • Successfully lead and supported large IT change management projects for mission-critical software applications.
  • Knowledge of the mobility management partner ecosystem in North America
  • Familiar with business analytics, governance, and compliance within the mobility landscape
  • Proficient with Salesforce.com CRM
  • North American travel needed up to 35% per month.

#LI-HL1

If you want to bring your ideas to life, apply at SOTI today. We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.

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