Business Development and Channel Director (New York, New York)

Whiting Consulting is searching for a high-energy, aggressive, results-oriented, and over-achieving individual to join our Business Development team as Business Development and Channel Director. The key responsibility for this position is driving new revenues and increased sales through the company’s existing SI and channel partners as well as identifying and signing addition channel and partner relationships.

Duties and Responsibilities

  • Responsible for developing the strategy and execution of our channel partnership program focused on financial and insurance sector.
  • Maximize revenue by effectively recruiting new channels and managing the channel account relationship process.
  • Conduct needs analysis to understand client’s business objectives.
  • Create detailed channel account plans, potentially including: customer overview, business objectives, strategies, competitive situation, SWOT analysis, identify top opportunities, and able to initiate executive involvement when required.
  • Establish strong relationships with key channels, SI and consultant partners.
  • Creating and executing partner enablement plans.
  • Working closely with partner field organization to drive partner leads, qualified joint opportunities, and deals.
  • Presentations and meeting with customers together with partners sales teams.
  • Attaining an annual quota of qualified opportunities, successful POVs (Proof of Value), and revenue via partners.
  • Integrate into partner sponsored customer and partner sales events, training, sales meetings, etc.
  • Training to Company sales organization on working with the resell partner on opportunities.
  • Ability to work independently.
  • Essential Education, Experience and Skills

  • Require minimum 5 years of industry experience.
  • Comfortable negotiating multi-million deals, managing a complex sales process involving multiple stakeholders.
  • History working for a start-ups.
  • Proficient at building relationships and partnerships with senior level executives.
  • Experience identifying/initiating/developing partnerships and alliances with resellers, system integrators or solution providers in the financial services industry.
  • Experience in driving revenues through channel partners.
  • Successful experience creating strong pipeline together with Global SIs.
  • Exceptional presentation and interpersonal skills; Excellent relationship-building ability..
  • Familiar with the IT management, performance management, Application Management space.
  • Bachelor’s degree in Business Administration, Eng. or related fields, MBA a plus.
  • Profound experience and relationships with Financial service providers and Financial vertical in the Global SIs.
  • Advantage for previous experience with: Accenture, Cap Gemini, FIServ, FIS Global, Jack Henry, S1, Open Solutions.
  • Apply by sending your resume to resumes@whitingconsulting.com.

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