Director Channel Sales

Trace One is a global leader in PLM and Compliance solutions within the process manufacturing and retail CPG space. With more than 30 years of industry expertise, we deliver innovative and scalable solutions that support the entire product manufacturing lifecycle and equip our customers to thrive in new markets. Serving more than 9,000 brand owners worldwide, Trace One is committed to delivering the best in every aspect of business, including solutions, data standardization and access, customer success and social and environmental responsibility.

Your mission consists of the following: Develop and monitor sales plans, strategies, objectives, policies, and procedures aligned with budget objectives. Drive revenue growth through new business acquisition and customer retention on a global scale. Build and manage a high-performing consultative sales organization. Ensure sales volume and profitability objectives are achieved. Develop and strengthen the channel ecosystem through strategic relationships with System Integrators.

About the Role

Key Responsibilities

• Route to Market & Market Penetration: Develop new routes to market, focusing primarily on EMEA and NA, to increase market penetration through System Integrators.
• Alliances & Partner Ecosystem: Identify, establish, penetrate, and strengthen key alliances and partnerships in multiple industries to position the company for new wholesale opportunities and reciprocal sales engagement strategies.
• Executive Relationship Building: Build rapport with new and existing partners and customers, with a focus on C-level decision makers and influencers, establishing personal credibility through consultative selling and creative relationship building.
• Customer & Market Insight: Identify and understand customer business challenges, internal political environments, market trends, and competition that may impact decision making.
• Territory & Forecast Governance: Implement strategic territory coverage plans to accommodate corporate goals and provide accurate, detailed weekly forecast funnel of identified and proposed opportunities to meet or exceed sales quota requirements.
• Account & Opportunity Planning: Develop and implement account plans and strategies to win new business from new and existing partner customers, supporting prioritization with Sales reports, Sales Engineering, Product, and other internal groups during the sales process.
• Strategic Sales Initiatives: Initiate new strategic sales opportunities and partner initiatives through sales-driven activities.
• Channel Readiness: Develop and implement channel training plans and top account visitation plans, coordinating training to ensure sales readiness for new company products and processes.
• Escalations & Customer Advocacy: Serve as an escalation path for internal and external customers or partners, working collaboratively with other business units and external vendors to provide a superior experience and ensure commitments made to clients are handled appropriately.
• Sales Process & Administration: Identify, communicate, and resolve process issues negatively affecting sales, and submit all administrative and personnel requirements completely and on schedule.
• Business Continuity & Market Knowledge: Maintain the knowledge and ability to complete responsibilities of direct reports, back up team members as needed, and stay current with technological and market developments in the industry.

This list is not exhausted, Other can be assigned

Qualifications

• Experience: Bachelor’s degree in Business, Marketing, or other related discipline.
• 7+ years of channel sales management experience; preferred 10+ years of channel sales management experience.
• Strong understanding of the global System Integrators ecosystem and experience in channel management with or for System Integrators.
• Sales experience in technology, Software as a Service, or construction hardware is preferred.
• Knowledge of PLM solutions.
• Located either in France or USA.
• Experienced with integrators.

Required Skills

• Technical & Commercial Expertise
• Channel partner sales development and new business expansion.
• Deep understanding of the System Integrator ecosystem, influence network, and market dynamics.
• Expertise in consultative selling methodologies and value-based sales approaches.
• Strong knowledge of commercial contracting processes and deal structuring.
• Understanding of Trace One solutions, products, features, and customer value propositions.
• Advanced sales communication, proposal development, and executive-level presentations.
• Ability to engage and influence C-level stakeholders.
• Customer needs analysis and consultative discovery skills.
• Strong partner and customer relationship management capabilities.
• CRM proficiency and sales pipeline management
• Proficient use of Microsoft Office and sales productivity tools.
• Knowledge of sales support documentation, including Customer Service Agreements (CSA), subscriptions, and commercial agreements.
• Strong sales credibility, business acumen, and commercial judgment.

Preferred Skills

• Leadership, coaching, and team development.
• Stakeholder management and cross-functional collaboration.
• Executive communication and influencing skills.
• Conflict resolution and decision-making.
• Accountability and ownership mindset.
• Planning, prioritization, and organizational effectiveness.
• Ability to operate autonomously in a fast-paced environment.
• Resilience and adaptability to changing business needs.
• Customer-centric and results-driven mindset.
• Sense of urgency and execution focus.
• High integrity and professional ethics.
• Strong drive for performance and business growth.

Equal Opportunity Statement

We are committed to diversity and inclusivity.