Director, Americas Distribution Partner Development

Omnissa

1d•Remote

About The Position

We are Omnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. What is the opportunity?: Omnissa is transforming its partner organization and is seeking an experienced and driven Director of North America Distribution. This pivotal leader will be strategic GTM leader responsible for leading our distributor partners to deliver accretive Omnissa revenue growth and expand Omnissa’s marketshare with new and existing partners. This individual will also be responsible for leading a team who ensures a high degree of operational execution between Omnissa and our distributors. This is an opportunity to be a key leader at a pivotal time in our company’s growth, partnering with some of the best partners in the industry. Here's more: Drive accretive partner-sourced Omnissa revenue from North America distributors. Manage North America distributor executive relationships, and direct day-to-day operational execution. Set and implement a joint strategy to recruit, develop and activate new and existing partners that can be leveraged globally. Lead the distributor business to drive new and expansion revenue from Distribution-Owned Channel partners that results in partner-led sales expansion. Build and execute the strategic distribution direction for North America and collaborate with geo peers to develop an operating motion for global implementation as required Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors Lead the VAD program development and transformation - and manage partners to ensure VAD program commitments are executed to meet established KPIs. Collaborate with partner and sales leadership, finance, and operations teams to establish and implement VAD program changes as required Direct a quarterly business review process for distributors to track progress on the Omnissa distributor business transformation Refine and Implement Omnissa’s distribution rationalization methodology in North America and establish best practices / governance for distribution onboarding globally Direct a team that manages month- and quarter-end deal processing with distributors working closely with Omnissa operational teams Collaborate with Omnissa product, alliance and partner teams to drive/lead key initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners Drive Omnissa brand and product focus from Distributors to increase Omnissa revenue, mindshare and preference within distributor and partner organizations Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns that drive partner-initiated pipeline generation with distribution-managed partners Direct the creation of an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally Drive the strategy for and requirements for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services) Create and manage distribution scorecarding and certification to manage the North America distribution business and collaborate with geo peers to implement globally Partner with key stakeholder teams to identify requirements for systems, process and operationalization of Distribution business

Requirements

20+ years experience leading distribution and channel partner sales efforts for enterprise software and SaaS companies
Proven successful history of meeting and attaining partner-sourced revenue targets and by developing partner relationships that are managed by distribution partners
Successful track record of holding a discreet sales quota - and an ability to attain that target by teaching partners how to sell vendor solutions
Demonstrated history of acquiring and developing new partnerships
Proven success in influencing channel partners and growing mindshare by driving channel enablement efforts to and through distributors
Hands-on experience defining and building a distribution channel including surfacing and resolving friction points, developing and delivering training to channel partners, and success working in matrix environments
Strong operational, process and analytical capabilities
Strong presenter and relationship builder, while holding partner accountable to sales results
Proven experience working with key ecosystem vendors and alliances at high growth, market disrupting companies

Nice To Haves

MBA is highly desired.

Responsibilities

Drive accretive partner-sourced Omnissa revenue from North America distributors.
Manage North America distributor executive relationships, and direct day-to-day operational execution.
Set and implement a joint strategy to recruit, develop and activate new and existing partners that can be leveraged globally.
Lead the distributor business to drive new and expansion revenue from Distribution-Owned Channel partners that results in partner-led sales expansion.
Build and execute the strategic distribution direction for North America and collaborate with geo peers to develop an operating motion for global implementation as required
Author and manage distribution business plans that drive partner-sourced new logo bookings through distribution-managed partners and ultimately obtain/surpass annual target goal(s) for Americas distributors
Lead the VAD program development and transformation - and manage partners to ensure VAD program commitments are executed to meet established KPIs.
Collaborate with partner and sales leadership, finance, and operations teams to establish and implement VAD program changes as required
Direct a quarterly business review process for distributors to track progress on the Omnissa distributor business transformation
Refine and Implement Omnissa’s distribution rationalization methodology in North America and establish best practices / governance for distribution onboarding globally
Direct a team that manages month- and quarter-end deal processing with distributors working closely with Omnissa operational teams
Collaborate with Omnissa product, alliance and partner teams to drive/lead key initiatives centered around distribution, including meet-in-the-channel and/or OEM programs that drive joint sales opportunities with Omnissa and key alliance partners
Drive Omnissa brand and product focus from Distributors to increase Omnissa revenue, mindshare and preference within distributor and partner organizations
Collaborate with partner teams to build and execute to/ through distribution enablement strategy and go to market campaigns that drive partner-initiated pipeline generation with distribution-managed partners
Direct the creation of an operational implementation template for, and provide leadership/oversight of, new distributor onboarding and offboarding globally
Drive the strategy for and requirements for future Distribution process improvements into other Omnissa functions (Finance, Sales, IT, Channel, Marketing, Services)
Create and manage distribution scorecarding and certification to manage the North America distribution business and collaborate with geo peers to implement globally
Partner with key stakeholder teams to identify requirements for systems, process and operationalization of Distribution business