Senior Director, Channel Management & Inside Sales, Grid Automation NAM

Job Description Summary

This is a critical transformational role for reaching the growth ambition of Grid Automation North America (GA NAM) via our channels (i.e., sales reps, distributors, resellers) and inside sales team that currently represent ~35-40% of the GA NAM business. The role will provide multi-functional transformational/servant leadership to the channel manager management, inside sales, and technical application engineering teams (supporting channels) while concurrently navigating the transformation of our go-to-market strategy. The successful incumbent will support the GA NAM growth roadmap by ensuring the achievement of targets on a quarterly basis by partnering and collaborating with the GA NAM region, product line, and cross-functional teams. Drive best practices to facilitate the development of a strong sales pipeline through enterprise-level initiatives, process improvements, and transparency within the channel space. This dynamic position will report to the Commercial Leader, NAM Grid Automation.

• Lead and manage a growing team of ~14 comprised of channel managers, inside sales, and technical application engineers
• Develop full year and quarterly operating plans for channels by product line and hold channels accountable to targets and working to remove any barriers to growth
• Define roles & responsibilities, channel performance metrics, compensation plans, etc. that will govern the way in which the channel partners will be expected to work
• Define operating rhythms/cadence with the channels, providing a predictable quarterly forecast for each channel
• Lead channel excellence for NAM including weekly/monthly management of KPIs, pipeline reporting, forecasting, and pacing
• Support sales enablement through tools and training for our channel partners
• Define performance improvement actions for under performing channels and/or develop/cultivate new channel partners as needed
• Channel process optimization - streamline and/or develop sales processes to improve productivity and enhancing communication between parties
• Lead ITO inside sales activities including driving growth and orders for our newly formed house accounts
• Define roles & responsibilities and split between ITO and OTR activities. Streamline and/or develop sales processes to improve productivity and drive growth.
• Establish KPIs, performance metrics, operating rhythms/cadences, etc. for our evolving organization
• Define policies and governance to ensure enterprise standardization across Grid Automation NAM

• Bachelor's degree from an accredited university or college, or equivalent experience
• Minimum of 10 years commercial leadership experience in driving growth and results including channel management, direct sales leadership, and/or commercial excellence/operations
• Minimum of 8 years experience with people leadership / management

• Demonstrated successful experience in working in a demanding, high-performance work environment and team-oriented culture and acts with a sense of urgency
• High emotional intelligence and must be able to think/act strategically but also be willing to "roll up sleeves" to lead the organization through this transition/transformation
• Keen ability to "see around corners" and proactively identify issues and ownership to resolve them
• Solid track record of transformation and change management experience
• Strong business acumen and analytical mindset with the ability to lead, implement, and facilitate change ... especially in developing new go-to-market strategies
• Resilient and ability to lead through ambiguity by establishing clarity, building scalable processes, and creating stability
• Manage effectively in a highly matrixed environment and drive change while simultaneously managing external channel relationships
• Excellent verbal and written communication skills with polished presentation skills for external engagements
• Hands on people leader with sound people management and decision-making skills
• Effective communication, influencing and relationship building skills ... willingly engages in courageous discussions to drive the best outcomes for the business
• Proven background in commercial or sales excellence initiatives for a large-scale enterprise
• Strong negotiation & contracts experience including working knowledge of financial analysis and risk, legal principles and analysis, etc.
• Customer focused and results-oriented
• Process and KPI driven
• Hands-on experience with CRM Systems