VP Global Channel Development

About Digital.ai:

2024 has seen a resurgence of enthusiasm about technology’s potential to catalyze progress in business and society, and the innovation imperative is stronger than ever. At Digital.ai, we are dedicated to helping Global 1000 enterprises and key public services achieve their digitization ambitions and deliver innovation at scale. We help our customers unleash the power of enterprise-ready AI and boost their entire software delivery lifecycle through automation of software delivery workflows so DevOps and security teams can keep pace with the developer productivity that is key for innovation.  Digital.ai’s vision is to unlock the endless digital possibilities that can be achieved by harmonizing the development of software through AI-powered software delivery. 

Digital.ai founding principals have always been to help enterprises scale software delivery, manage DevSecOps tooling complexity, and derive a better understanding of the value software delivers through the application of analytics, machine learning and artificial intelligence. Digital.ai’s platform unifies, secures, automates, and generates predictive insights and intelligence across the software lifecycle that allows teams to identify bottlenecks, analyse delivery trends, and uncover risks earlier in the software delivery process. We help leaders manage tradeoffs and decision making with intelligence powered by AI so they can guide their teams to focus on the right innovations and creativity required to improve the business. And as customers increase AI adoption, we also help them leverage AI responsibly and with governance to ensure software delivery teams and practices don’t hinder innovations from AI.   

Our space and our audience

We combine optimized agile planning with secure software delivery and end-to-end intelligence enabling for large, complex enterprises to compete and excel in today's digital market. Our global clients lead their industries as innovators in digitization across financial services, retail, telco, public services, telco, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:

• Over 50% of Fortune 100 companies
• 8 of 10 top banks in the US
• 5 of 10 largest gaming companies
• 5 of 10 global airlines
• Over 50 worldwide government entities

Wondering about our culture? Our Digital.ai team has a set of shared values - Action with Accountability, Creativity with Purpose, and Unity with Empathy - that serve as a compass for how we work together and deliver for our customers.

About the role:

The Vice President, Global Channel Development works closely with other GTM leaders and regional Channel Leaders across our three main operating territories (APAC, EMEA, Americas) to define, develop and grow our channel program. The VP Global Channel Development is responsible for all key channel motions including: VARs, regional SIs, Cloud Marketplaces and Resellers. This is a builder and operator role.  You will evaluate global partner coverage, identify gaps in areas where our direct sales team may lack coverage or where increased bandwidth is warranted, and focus on recruiting the right partners who can help fill those gaps. Additionally, you’ll play a critical role in bringing partners up to speed to effectively drive revenue growth through collaboration with our direct sales team and markets that are channel-exclusive.

Key Responsibilities  

• Assess Global Coverage & Identify Gaps: Analyze the current partner landscape and identify areas where our direct sales teams are lacking coverage or where revenue can be accelerated in areas where coverage eists. Focus on building a partner program that enables the recruitment and relationship development with high value partners that can strategically fill those gaps.
• Maximize Opportunities in Cloud Marketplaces: Work closely with AWS, Google Cloud, and Azure sales organizations to evangelize and promote usage on their platforms.
• Achieve Sales Targets: Meet assigned sales volume and strategic objectives within designated partner accounts.
• Lead Partner Planning: Proactively lead joint partner planning processes to establish mutual performance objectives, financial targets, and critical milestones.
• Enable and Train Partners: Own the partner enablement and training process, including the development of training materials, partner certification programs, and assets that support partner success.
• Coordinate with Direct Sales Teams: Collaborate with Digital.ai's direct sales teams in regions with overlapping markets to drive sales through partners in areas of joint focus.
• Coordinate with Marketing Teams: Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits
• Resolve Channel Conflict: Manage and mitigate potential conflicts with direct sales teams by fostering clear communication and adhering to established channel rules of engagement.
• Ensure Partner Success: Establish productive relationships with key personnel within partner accounts, ensure compliance with partner agreements, and drive adoption of Digital.ai programs.

Additional Responsibilities

  Oversee and improve the partner portal, including deal registration, enablement content, certification, and training.

• Collaborate with internal teams such as marketing, customer support, professional services, and sales consulting to execute onboarding plans and provide ongoing partner support.
• Coordinate executive involvement in key partner and customer relationships when appropriate.
• Serve as the internal advocate for partners, ensuring satisfaction and alignment with company goals.
  
  

What you will bring: 

• 7+ years of channel sales development and management experience in the software industry
• Demonstrated progressive channel leadership experience globally ideally within the software DevOps industry
• Experience building and managing channel programs in multiple regions around the world (Americas, EMEA, APAC, US Public Sector)
• Demonstrable track record of success in worldwide channels strategic planning, owning sales targets and managing sales forecast
• Experience in a high-growth company
• Strong ability to interact and influence effectively with C-level executives and team members
• Record of recruiting and enabling top talent
• Proven ability to identify gaps in direct sales coverage and develop strategic partnerships to fill those gaps
• Experience with AWS, Google Cloud, and Azure marketplaces
• Experience with channel development and partners in both public and private sectors
• Exceptional written, verbal, and interpersonal communication skills
• Proven track record of managing complex projects with a focus on completion
• Experience working with cross-functional teams and driving alignment between direct and indirect sales channels
• Ability to excel in a fast-paced, collaborative environment
• Familiarity with global markets (Europe, Middle East, Asia, Australia, Latin America)
• Salesforce.com expertise
• Bilingual (Spanish) preferred
  
  

Why is Digital.ai a great place to be?

 Digital.ai offers great benefits including:

• A leading technology sales compensation plan, including significant incentives for over-achieving
• Robust benefits options including Medical, Dental, Vision and other plans
• Unlimited Paid Time Off (PTO) program plus recognized holidays   
• Unlimited access to continuous learning and professional development with TalentLMS 
• Flexible working arrangements in a remote setting
• Opportunity to work with a diverse, globally distributed team

Digital.ai is firmly committed to Equal Employment Opportunity (EEO). We maintain compliance with federal, state, and local laws that prohibit employment discrimination based on age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.  

For individuals with disabilities who would like to request an accommodation, please advise us within your job application or cover letter.

At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation.The current salary range for this specific job is estimated to be between $190,000 - $260,000 plus variable. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. We value transparency and aim to create an inclusive and equitable workplace for all our employees. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses, or other employee benefits which are separate from the base salary and to be defined at offer stage.

FRAUD PREVENTION ALERT: please note that Digital.ai does not use third party recruiters. In our efforts to protect you against possible impersonation please check the email address or are contacted by an unfamiliar/third party requesting please reach our directly to Digital.ai.