Partner Executive - Distributor Sales, NetIQ
NetIQ - Denver, CO

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NetIQ, an Attachmate Group company

Denver, Chicago or other virtual location

NetIQ is seeking an experienced channel partner sales representative to drive Attachmate Group business across our business units (NetIQ, Novell & SUSE) through one of our largest distribution partners.

We will ask you to:
  • Jointly Build and execute a strategic business plan for revenue growth with assigned distributor account
  • Manage an overall revenue portfolio of $45M+ annually
  • Cultivate and maintain senior level executive relationships at assigned distributor and between our two organizations
  • Facilitate relationships between distribution reps and our sales reps
  • Negotiate MDF investments to derive incremental value from total spend
  • Establish relationships with distribution sales force (both inside and outside) to 1) get our brands and solutions on their radar screen, and 2) motivate them to push focus products per Business Plan
  • Direct activities of funded infrastructure positions
  • Execute tactical plans - locate / develop content, resources, campaign elements, incentive programs for distribution sales activities and programs
  • Represent Novell / NetIQ / SUSE at reseller-facing events; present company and product messages in both dedicated speaking sessions as well as one-on-one interactions, to generate reseller awareness of Attachmate Group brands and value-add
  • Follow up with interested resellers to get them to become active Attachmate Group resellers
  • Triage all deals through distribution, acting as an intermediary between our sales organization and distribution, to ensure that discrete transactions are booked on a timely basis - most notably but not exclusively at EOQ.
  • Broker specific product promotions to drive incremental revenue

Background we are seeking:
  • Strong software or hardware vendor track record of success, especially in building relationships with distributors
  • Experience calling on large partners
  • Strong business planning & execution skills
  • Ability to travel 30%+



        Skills Required