Director of Channel Sales and Partnerships

MICHELIN CONNECTED FLEET is a Michelin Group Company, within its Connected Solutions division. We are a player in a high-growth, competitive technology industry.

We help B2B fleets operate in a profitable and sustainable way. We approach fleets by business needs, helping address their most important challenges, such as:

• Cost control
• Safety and compliance
• Cargo and vehicle security
• Monitoring of cargo
• Productivity and on time delivery

Our offer delivers an IoT solution which enables customers to manage and optimize their entire fleet. The IoT solution includes a high-performance SaaS platform and a family of embedded devices which are installed in assets and vehicles to provide real-time telemetry data feeds.

Today, as part of the Michelin group, we have 800,000 connected vehicles across Europe, North America, and Latin America . Our ambition is to be the leader in mobility insights and actions by unleashing the power of data, Michelin’s continuous innovation, and field excellence, and, as such, we are expanding into new markets.

POSITION SUMMARY

As a Director of Partner Sales, you'll be responsible for driving revenue growth through strategic partnerships. To excel in this role, you'll need to possess a unique blend of skills and expertise. The ideal candidate has a strong background in SaaS sales leadership, a data-driven approach to decision-making, and a deep understanding of B2B enterprise sales cycles.

PRIMARY RESPONSIBILITIES

• Define and develop of the sales strategy, operational sales plan and success metrics to manage the sales pipeline
• Develop and execute the overall SaaS sales strategy to achieve revenue targets.
• Executing sales strategies for strategic partnership sales channels, ensuring maximum revenue potential (including supporting indirect LCV sales channels and programs)
• Identifying and recruiting potential customers that align with your company's goals and values.
• Negotiating and structuring customer agreements that benefit both parties.
• Managing and nurturing existing partner and customer relationships, identifying opportunities for growth and expansion.
• Setting and achieving revenue targets, while maintaining a deep understanding of market trends and competitor activity.
• Collaborating with internal teams, such as marketing, product, and sales, to ensure alignment and maximum impact. Including MNA B2B Sales organization for a coherent approach to customers.

DAY-TO-DAY ACTIVITIES

• Attending partner meetings and negotiations to develop and strengthen relationships.
• Directly approach target customers, Managing the sales pipeline, identifying opportunities for growth, and developing strategies to capture them.
• Analyzing performance data, identifying trends, and developing reports to inform strategic decisions.
• Providing training and support to partner sales teams, ensuring they have the necessary skills and knowledge to succeed.
• Collaborating with internal teams to develop and execute strategies that drive revenue growth and increase market share.
• The role requires travel and face to face meetings with customers up to 50%
• By possessing these skills and responsibilities, you'll be well-equipped to drive revenue growth, increase market influence, and establish yourself as a leader in the partner sales space.

EDUCATION AND REQUIRED SKILLS

• 7+ years of B2B SaaS sales experience, including 3+ years in a sales leadership role.
• 5+ years of experience in Sales, managing large, mega accounts.
• Proven track record of meeting or exceeding sales quotas in a SaaS environment.
• Bachelor's degree in related field, Masters preferred
• Strategic thinking and business acumen: The ability to think critically and develop strategies that drive revenue growth and increase market share.
• Excellent communication and negotiation skills: The capacity to build and maintain strong relationships with partners, negotiate mutually beneficial agreements, and communicate complex ideas effectively.
• Relationship building and management: The ability to identify, develop, and maintain strong partnerships that drive revenue growth and increase market influence.
• Sales forecasting and analytics: The capacity to analyze data, identify trends, and forecast sales performance to inform strategic decisions.
• Project management and organization: The ability to manage multiple projects simultaneously, prioritize tasks effectively, and meet deadlines.
• Adaptability and problem-solving: The capacity to adapt quickly to changing market conditions, identify potential problems, and develop creative solutions.

Preferred Qualifications

• Experience in a startup or high-growth SaaS environment.

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