Director, Channel Management - Security Enterprise Solutions - Leidos

Description

Leidos SES is a leading global provider of comprehensive security and detection solutions globally for airports, ports and borders and other critical infrastructure. We deliver fast, frictionless and fully integrated solutions that secure the movement of people and commerce around the world.

KEY RESPONSIBILITIES

In order to execute upon the company vision, Leidos must continue to build out and grow existing strategic alliances and channel partners globally. This role works hand in hand with the vertical sales leaders and is directly responsible for the administration and execution of the channel strategy.  

The mission of the Director, Channel Management is to actively seek out, introduce and cultivate strategic partnerships and alliances with leading companies that will add to Leidos’ steadily growing customer base and increasing revenue stream. Additionally, this individual will carry the responsible for improving customer acquisition; planning and implementing customer presentations, overseeing account profiles, monitoring competitor activity, help all communications with resellers, creating plans for growing market share and communicating channel activities and providing systems to assist in the selling process.    

Top level objectives will include:

Assess the current Channel Partners and classify them according to the current channel program tier.

• Gaps > Geo, Vertical
• Identify and engage new partnerships to fill gaps and enhance Leidos position in the respective markets.

Develop our partner Ecosystem to….

• Scale Faster
• Support additional use cases
• Drive partner-sourced / influenced deals
• Reach new audiences via co-marketing / selling
• Drive consistency & predictability
• Develop, educate and support systems & processes

Drive the following attributes of the Partner Program

• Enablement; Compliance; Relationship Management; Pipeline and deal management; Forecasting; Partner Events; Co-Marketing

Manage population

• Assess gaps in geographic or vertical market coverage and…
• Identify and engage new partnerships to fill gaps and enhance Leidos position in the respective markets.

Develop and gain internal approval of partners, engagements, pricing strategies.

Support the field sales organization in key opportunities.

Develop a plan to enhance these partnerships by truly understanding the sweet spot of each partner and then developing relationships accordingly.

Develop core tools to assure that partners have needed information to effectively conduct business in their defined markets.

Provide monthly reporting of estimate and pipeline and other KPI’s

The Director, Channel Management will champion attractive alliances and partnership targets, and the cultivation of existing partnerships utilizing the Channel Partner Program framework. This role will manage and drive the complete strategic alliance & partnerships for global partnerships, ISVs (Independent Software Vendors) and Channel partners.

EXPERIENCE REQUIRED:

• The Director, Channel Management will be a seasoned executive with tremendous drive, intelligence and capability.
• She/he will be highly motivated and have the ability and desire to have real impact across the organization.
• The successful candidate will be a multi-dimensional thinker who operates not only on the basis of important past experiences, but in light of new approaches and developments that occur in the market.
• Multiple language capabilities, in addition to English, is desirable.
• Bachelor's degree or equivalent in a related field and 15+ years of prior relevant experience or Masters with 13+ years of prior relevant experience. 

Additional qualifications include:

• Ideally, this individual will have strong software industry experience with understanding of market segments preferably in AVSEC and Ports & Borders.  
• Other key personal and professional characteristics include a strong desire to grow the business, interest in people on a personal and professional level, proven negotiation skills, and strong leadership skills.
• The ideal candidate will have a passion for excellence, be an energetic self-starter, and have the desire to have a significant impact on the business. Writing and presentation skills must be superb, including the ability to communicate complex financial information and concepts to C-level executives. Creative leadership and an entrepreneurial spirit is a critical success factor.

Original Posting Date:

While subject to change based on business needs, Leidos reasonably anticipates that this job requisition will remain open for at least 3 days with an anticipated close date of no earlier than 3 days after the original posting date as listed above.

Pay Range:

The Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.