Vice President, Enterprise Solutions Channel
Location: US - Nashua, NH
Department: Enterprise Solutions
Status: Full Time
Reports to: Senior VP and COO
eCopy Inc., is a leading provider of open and flexible solutions that rapidly integrate paper-based information into existing business processes and enterprise applications.
For the sixth consecutive year, eCopy has been named to the Deloitte Technology Fast 500 and Fast 50 rankings of fastest growing technology companies.
Our continued success has created this immediate opening for a Vice President of the Enterprise Solutions Channel who will be responsible for developing and building a new business opportunity for eCopy with SIs (Systems Integrators), ISVs (Independent Software Vendors) and SAPs (Strategic Alliance Partners).
Key Responsibilities:
The Vice President, Enterprise Solutions Channel is responsible for developing and building a new business opportunity for eCopy with SIs (Systems Integrators), ISVs (Independent Software Vendors) and SAPs (Strategic Alliance Partners). Responsibilities include driving all functions including sales, marketing, development and operations to achieve business goals by:
- Developing the business plan for this new initiative, including go to market plan, revenue and P+L performance, and organizational plan
- Ensuring eCopy’s product offerings meet the needs of SIs, ISVs, SAPs, and their end user customers, in terms of functionality, packaging and pricing
- Developing a competitive business model and program to incent the SIs, ISVs, and SAPs to work with eCopy
- Developing the messaging and positioning around eCopy’s value proposition for SIs, ISVs, SAPs and their end user prospects and customers
- Successful promotion of this messaging and positioning to gain differentiated awareness among the channel and end user audience
- Manage a team of field Sales Professionals and the Strategic Alliance Group
- Focus on optimizing sales productivity, accountability, and effectiveness including honing the sales process (lead/pipeline generation and follow through) and analysis of all associated elements including lost sales
- Responsible for forecasting and quota/goal attainment
- Extensive travel (may include domestic and international)
- Other tasks as assigned
Knowledge, Skills & Abilities:
- Bachelor’s degree with 15 plus years of experience working in the software industry with SI, ISV, and SAP channels.
- Senior management responsibility for developing, managing and growing a new business opportunity within an existing business.
- Successful track record selling solutions to enterprise customers with emphasis on document capture and enterprise content management.
- Recent experience with Microsoft SharePoint, EMC Documentum, Open Text, and Interwoven would be a plus.
- Ability to interface with and present compelling value propositions to C level executives.
- Ability to influence other senior managers in the business to help achieve goals.
- Strong managerial, motivational, and interpersonal skills.