The Role:  The MicroStrategy North America Channel and GSIs Director has a dual role of a) establishing a successful two-tier partner channel distribution model in North America, and b) running all the alliance and go-to-market aspects of partnering with key Global Systems Integrators (Deloitte, Cognizant, Accenture, etc.). This position is responsible for providing leadership, management, and strategy for the resell motion with a Distributor and associated tier 2 resellers, and the sell with/go-to-market engagement and all joint activities with GSIs.  The Director will have a myriad of different responsibilities to ensure leverage and consistent engagement with these partnerships to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations.  This role will report to the EVP of Channels and Alliances but will have several dotted line coordination requirements for consistent communication and engagement with Sales, Inside Sales and Product Marketing/Development.  This position will be a knowledge expert on all aspects of the above partnerships, and will be asked to present at QBRs, executive meetings, training, and events.  The person in this role will demonstrate a deep understanding of each of the above partnerships’ go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management. 
 
Your Focus: 

North America Channel 

• Own the evolution and execution of the MicroStrategy two-tier distribution channel program in North America with guidance from the EVP of MicroStrategy Channels and Alliances 
• Own and manage the relationship with North America named resell Distributor and the tier 2 resellers in the commercial non-Federal) market 
• Recruit and identify new partnership opportunities across tier 2 reseller partners 
• Develop a plan to enhance these partnerships and accelerate new business acquisition by truly understanding the sweet spot of each partner and then developing relationships and business plans accordingly. 
• Enables and/or supports the development of new initiatives in cooperation with Marketing, Sales, Product Management, Partners, and other internal teams to drive new monetization. 
• Establish and maintain critical relationships within the assigned partners with a specific emphasis toward growing that partner business and increasing high-quality lead flow to the MicroStrategy business 
• Represent the interests of the assigned partners within MicroStrategy to elevate our partner relationship and build maximum awareness within the company, ensuring that critical internal organizational resources are marshalled strategically and effectively demonstrate that MicroStrategy supports the needs of the partners’ products and services, and sales are facilitated 
• Be accountable for the channel sales target and forecast, along with critical business plan KPIs 
• Provide leadership and development for the channel team members 
• Ensure commitment from the partners for revenue goals, pipeline development, focus and capabilities critical for GTM and customer success 
• Focus on the strategic nature of the relationship to build long-term value and sustainable success for both the Partners and MicroStrategy 
   

Global Systems Integrators 

• Work with the global leader(s) from key GSIs (Deloitte, Cognizant, Accenture, etc.)  to develop a joint strategy and plan that includes investments in capacity and skills, co-selling (influenced) revenue, and development of industry & cloud-based accelerators 
• Execute GTM plans with an initial focus in North America and develop capacity plans, driving influenced revenue growth and delivering customer success.  
• Take partner sales plays, offerings, and industry assets/solutions to specific markets for local execution and engagement with our MicroStrategy field sales teams 
• Drive partners to create MicroStrategy-based industry solutions or templates to leverage partner IP and vertical expertise with MicroStrategy sales teams.  Publish these solutions in the MicroStrategy Partner Solutions Catalog 
• Execute, manage, and deliver pipeline and revenue tied to GSI strategies and initiatives in close alignment with internal and external stakeholders 
• Identify target accounts and sign off with sales leadership 
• Review sales play metrics/effectiveness on a recurring basis with Partners and Sales Regions 
• Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments 
• Conduct regular cadence between GSIs & MicroStrategy stakeholders 

Required Experience and Skills

Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus

You should also bring the following:

• BA, BS (or equivalent work experience), MBA preferred 
• 10+ years experience in Sales Leadership – Account, Alliance, or Partner Management 
• Proven experience in the management of large global partnerships and/or distribution channels 
• Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships 
• GSIs (Deloitte, Cognizant, Accenture, etc.,) partnership experience preferred 
• Channel experience including selling with or managing channel partners in a two-tier distribution model 
• Demonstrated history of managing quota-bearing sales or channel teams 
• Proven history of working independently and with cross-functional teams to achieve company and team objectives 
• Attention to detail and the ability to plan and execute are essential 
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives 
• Strategic planning and analytic capabilities 
• Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly 
• Ability to excel in a team environment, espousing cooperation, and mutual respect 
• Demonstrated ability to work in a virtual and matrix environment 
• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment 
• 25% Travel with the ability to travel internationally 
• Strong communication (written and verbal) and presentation skills 
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business 

MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally-protected basis.

MicroStrategy is an Equal Employment /Affirmative Action employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at 703-848-8600.