210002ZI Requisition #

Director, Channel Sales

This is a senior role to manage Channels across Latin America Spanish. Supporting Sales to meet the business objectives for LATAM. The Director of Channels will be responsible for delivering positive, quantifiable results co-selling with designated partners and/or solutions in a deal. Reports to the VP Alliances and Channels LATAM. Leads a virtual team of channel managers across LATAM region.

Key Responsibilities:
•    Manage Channels Lifecycle from Strategy, Recruiting.
•    Enablement, Business Development and Performance Review.
•    Responsible for growing Channel involvement in co-selling of Genesys revenue and, build and maintain relationships within a segment, geography, or solution area. 
•    Be familiar with various types of partners relevant to Genesys’s business such as Resellers, System Integrators, Referral Partners and Technology.
•    Partners in Latin America Spanish language countries.
•    Lead Joint Go-To Market efforts between Partners leveraging internal resources and executive sponsors. This effort includes aligning solutions with Partner capabilities and methodologies resulting in a strong value proposition spanning the partner and our joint customers.
•    Manage the proper engagement model between the partners. Act as a point of escalation to help remediate conflicts in the field. In addition to evangelizing and promoting joint success.
•    Overall responsible for the health and well-being of the relationship with C-Level, senior level decision makers, and other key buyers within Partners Sales and Customers.
•    Manage high level senior Executive relationship/network building. Ensure both organizations are represented appropriately with the best interest of the company, the Partner, and customers in mind. Act as the alternate line of communication and back-channel communication.
•    Understand and communicate the business value and return on investment of solutions portfolio to ensure the solutions are positioned across the enterprise.
•    Engage internal resources within, and/or within the partner organizations, as needed, to ensure partner has the right support to co-sell Genesys products and services. Marshal and lead the appropriate internal and partner technical resources to demonstrate advantages to the customer together with the partner.
•    Work with partners and sales teams to identify where targeted joint partner solutions will address customers’ needs and lead efforts to co-sell such solutions.
•    Lead account and pipeline review and customer satisfaction survey processes to assess channel partner performance.
•    Enable partners with tools, sales, and pre-sales training to be up to date to be able to cover the market and uncover opportunities, this includes organizing the annual partner bootcamp/summit and on-going service and products updates.
•    Measure and communicate value delivered to customers to ensure strength of relationship and overall joint-go-to market strategy and co-selling including working with Genesys Marketing on joint partner go to market planning and execution.


 Minimum Requirements and Skills:
•    Deep knowledge of the indirect channel market, players, dynamics, and trends.
•    Proven capability at managing partner and customer relations.
•    Experience with coaching, directing, and training partner organizations.
•    Effective oral communication, presentation, and training skills.
•    Well-developed time management capability.
•    Multi-task and manage multiple streams of work simultaneously.
•    Excellent written and verbal communication skills.
•    Native Spanish and Fluent English language skills.
•    Effectively persuade internal and external stakeholders to act.
•    Proven record of meeting/exceeding established objectives through partner attainment.
•    Communicate with all levels within partner and customer organizations.
•    Effectively communicate and present company strategies and initiatives.
•    10+ years previous experience in one or more of the following Business development areas:
o    Sales experience in a complex software selling environment.
o    Direct sales or channel sales.
o    Developing highly productive reseller and referral partner relationships.
o    Team leadership.


Desirable Skills
•    Enterprise software or contact center industry experience is a plus.


Safety for our employees and our communities is a key priority for Genesys. We continue to experience rapid growth during the Covid-19 pandemic and are conducting remote hiring and onboarding processes. All hiring and onboarding processes are being conducted remotely at this time.

Genesys encourages everyone who can get vaccinated to get vaccinated; it’s the most empathetic thing we can do for our own health and the health of those around us. At this time, Genesys does not require new hires be fully vaccinated. However, where legally permissible, Genesys will only welcome vaccinated employees back to Genesys Offices as these reopen. Those who are not vaccinated at that time may continue to work remotely if the nature of their job allows it. Customer-facing employees will need to follow customer guidelines.

As our Covid-19 task force and internal teams plan to reopen our global offices, the policies and procedures will continue to be updated.

About Genesys:

Every year, Genesys® orchestrates more than 70 billion remarkable customer experiences for organizations in more than 100 countries. Through the power of our cloud, digital and AI technologies, organizations can realize Experience as a Service℠, our vision for empathetic customer experiences at scale. With Genesys, organizations have the power to deliver proactive, predictive, and hyper personalized experiences to deepen their customer connection across every marketing, sales, and service moment on any channel, while also improving employee productivity and engagement. By transforming back-office technology to a modern revenue velocity engine Genesys enables true intimacy at scale to foster customer trust and loyalty. Visit www.genesys.com

Genesys is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, marital status, domestic partner status, national origin, genetics, disability, military and veteran status, and other protected characteristics.

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