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Director of Channel Operations

Location: Shakopee, (Headquarters), MN
Date Posted: 12-04-2017
Director, Channel Operations                                                                                                                                  REQ# 5616

Position Overview: 
Entrust Datacard has a network of over 200 distribution partners around the world. Soliciting, growing, managing, supporting and training world class partners who are chartered with selling our growing portfolio, representing our brand and beating the competition requires a dedicated team of skilled channel professionals.  This Director of Global Channel Operations is a key leader in guiding and maintaining business and operational management of our channel partners as well as the global channel program and our corporate channel operations.

Global Channel Leadership                                                                                                                                                  60%     
  • Lead Channel Operations team in building relationships with global network of channel partners and facilitating the connection to Entrust Datacard sales, marketing, and product management teams.  
  • Direct the global recruitment, management, development, training and divesting of channel partners including timely signing of annual contract renewals.
  • Responsible for the framework and management of the channel program that is fully aligned with operations, finance, legal, sales and marketing organizations on an annual basis
  • Guide alignment of Product Marketing and Marcom to provide leads to the channel against specific product, solution and vertical campaigns to meet corporate growth targets.
  • Drive channel performance against channel metrics established with each individual channel partner through collaboration with sales management and the establishment of sales quotas
  • Deliver timely reporting to executive leadership through scorecards regarding channel performance, channel recruitment progress, gaps in market or geographic coverage for EDC channel as compared to goals and competition.
  • Lead the development and management of the Global Partner Program including channel specific incentives and programs.
  • Collaborate with other global functions to identify and create opportunities for partner involvement to achieve sales and business plan objectives
  • Conduct resolution relating to channel conflict situations
  • Develop a deep understanding of issues and trends in the channels, including potential threats
  • Participate in customer and partner visits
  • Plan and organize global and regional channel events to cultivate and expand our channel business
  • Work with Marcom to ensure appropriate industry forums are planned in advance for attendance of channel and sales with appropriate speaking engagements
Leadership & People Management                                                                                                                                        40%
  • Responsible for the recruitment, management and development of the channel operations team to effectively administer the channel program globally
  • Establish metrics for organization and ensure improvement as defined in goals and objectives while monitoring team performance against department standards, ensuring standards are met or exceeded
  • Implement effective talent planning including evaluating current and future needs for hiring, developing or restructuring positions
  • Lead and manage global continuous improvement activities by actively supporting and ensuring the implementation of corporate quality initiatives, performance management processes and that the Channel Operations organization operates as efficiently as possible
  • Ensures Entrust Datacard values and culture are established and followed within the function
  • Act as escalation point for issues and provide leadership and guidance to team
  • Provide necessary work direction and manage projects effectively through planning, organization and project management
  • This position requires leadership of both direct reports and indirect functions.
Basic Qualifications
  • BA/BS required
  • 8+ years progressive management with direct FTE and budget management responsibility
  • 5+  years’ experience in a channel leadership role within a large scale technology company
  • Strong channel sales and marketing experience in diverse global markets
  • Demonstrated creative, analytical and critical thinking abilities
  • Channel and Product Delivery experience
  • Demonstrated success in leading, growing and driving change in channel organizations
  • History of demonstrated success in driving and delivering strong organizational results
  • Strong knowledge and experience internationally and proven ability to work cross-culturally
  • Demonstrated success in effectively communicating at all levels of an organization
  • Demonstrated success in evaluating, hiring and developing talent
  • Must be able to lawfully work within the US and have unrestricted work authorization for US
Preferred Qualifications:
  • MBA or executive education program preferred   
  • Product management experienced desired
  • Strong established relationships in industry channel
  • Fluent in one additional foreign language preferably Spanish, Portuguese, Mandarin or Cantonese
Travel:  25%
About Entrust Datacard
Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
For more information, visit www.entrustdatacard.com. Follow us on Twitter, YouTube and LinkedIn. 
Entrust DataCard Corporation is an EOE/AA/Veteran/People with Disabilities employer. 
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