Vice President Channel Sales Job
We are looking for an experienced hands-on, sales-oriented, driven and organized Channel Sales leader
to develop and execute our world-wide partner programs for our on-premise Splashtop for Business
This role will be responsible for recruiting, developing, and managing Splashtop partners world –wide.
You will be expected to create real and measurable business results. This position will report to the SVP
of Sales and Marketing. Your home base will be Splashtop headquarters in San Jose, California.
Splashtop Inc., is the worldwide leader in cross-device computing, delivering best-in-class remote
desktop solutions – bridging tablets, phones, computers and TVs. Splashtop technology empowers
consumer and business users with high-performance, secure, interactive access to their favorite
applications, media content and files anytime, anywhere.
Splashtop’s products are top-selling apps on Apple App Store, Google Play, Amazon Appstore for
Android, Nook Apps, BlackBerry App World, HP App Catalog, Lenovo App Shop and others. More than
ten million people have downloaded Splashtop products from app stores.
Recently announced and available Splashtop for Business provides an enterprise-ready, on-premise
solution for workforce mobility and BYOD initiatives with broad platform support for iOS, Android, and
Splashtop has won the prestigious “Most Innovative Product” award from PC World, the “Best of What’s
New” award from Popular Science and the ”Best of 2012 CES” award from LAPTOP Magazine.
The company is headquartered in San Jose with offices in Beijing, Hangzhou, Shanghai, Taipei and
Work with Splashtop executive management to create and agree the world-wide channel program
goals and strategy
Achieve and exceed assigned revenue targets and partner recruitment goals
Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific
agreed upon revenue goals.
Provide sales support to ensure partners are competitive and capable to win business
Expand relationships and enable our existing partners by developing go-to-market strategies that
are executed in the field
Recruit new partners
Secure revenue commitments from your portfolio of partners and accurately forecast your partner
business within SFDC
Drive and support partner sales opportunities as needed, in both pre-sales and post-sales
activities to ensure the success of your partner, and customers
Facilitate, develop and manage sales enablement and training plans to ensure partners are
equipped to position products/solutions and compete effectively to meet revenue objectives.
Evangelize the partnership including joint value proposition with sales teams to ensure
awareness and collaboration, minimizing sales conflicts
Manage channel / sales conflict
Develop partner business plans and program objectives to support revenue commitments
Conduct Quarterly Business Reviews, measuring partner performance against pre-established
Collaborate with Marketing to drive the creation and utilization of sales collateral as well as
demand generation programs and campaigns that drive partner revenue
Expand sales to existing partner customers by identifying new and additional customer
requirements and supporting new sales efforts
10+ years in IT-related sales experience through direct and indirect channels
Demonstrated track record of successful quota attainment in a commissioned sales role
Ability to engage with and motivate partner marketing to support partner requirements
Ability to develop and implement partner business plans that drive partner revenue goals
Ability to recruit new partnerships
Technically adept, experienced with remote access, collaboration, or security markets
Ability to work independently and in a team environment
Experience working with partners, channel, and integrators to build strategic programs that drive
demand and sales
Commitment to excellence, high integrity, high energy, team player
Detail oriented, very organized, self-starter.
Strong customer and partner focused on establishing and developing long term, lasting
Ability to work in a fast-paced environment and proven experience to make an immediate impact
Obvious passion and people skills
Great communication skills, both written and verbal