Senior Director, B2B IT Channel

Position Summary

Headquartered in Ridgefield Park, N.J., Samsung Electronics America, Inc. (SEA) is a leader in mobile technologies, consumer electronics, home appliances and enterprise solutions.

From our humble beginnings to our position today as a tech leader, our passion for innovation has been the common thread throughout our history.

We’ve grown into one of THE most recognized global brands. We consider ourselves relentless pioneers that push boundaries and defy barriers.

The company pushes beyond the limits of today’s technology to provide groundbreaking connected experiences across its large portfolio of products and services, including mobile devices, home appliances, home entertainment, 5G networks, and digital displays.

As EPA’s ENERGY STAR® Corporate Commitment Partner, SEA is dedicated to making a positive impact on the environment through its eco-conscious products, practices, and operations.

People Excellence Change Integrity Co-Prosperity

The Sr. Director, B2B IT Channel is responsible for the Channel management and supporting various sales strategies to maintain long term, trusted partner relationships and to grow sales revenues and expand the NSP, SCP, ECP IT Channel relationships.

The incumbent will lead a team of Leaders and Channel Account Managers to support across a broad commercial mobile product portfolio in the U.S. market.

Role and Responsibilities

• Create and execute a comprehensive Channel and Go-to-Market (GTM) sales strategy for long term growth.
• Manage executive level Channel Partner relationships (Decision Makers / Sales), Marketing, Operations and Service. Develop Partner sales enablement plans to maximize growth opportunities across network of 4K+ plus resellers with hyper focus on 155 Key Channel partners.
• Monitor market trends and competitive dynamics, and implement changes to the channel sales strategy as needed to maintain Samsung's market leadership position.
• Determine appropriate channel partnerships to ensure team exceeds annual and quarterly IT Channel MP / SP sales targets.
• Develop financial strategies by estimating, forecasting, and anticipating requirements, trends, and variances; aligning monetary resources;

developing action plans; measuring and analyzing results; initiating corrective actions; minimizing the impact of variances.

• Negotiate pricing terms and conditions (SPIFF / SPA / Discounts) and demand planning with Reseller to ensure revenue targets are realized.
• Establish plan, execute and track marketing investment programs to ensure effectiveness and ROI on multi-million dollar investments.
• Drive the business forward and deliver an increase in market share, increase in revenue, and other specified results.
• Collaborate with Channel Leaders on GTM plans and subsequent business performance to increase Flagship sales.

Skills and Qualifications

• Bachelor's Degree with 14+ years of directly related channel management experience
• Prior experience leading a Distributor Sales, selling to end Customers, Leading Sales teams and preparing Go to Market Plans with solid working knowledge of the indirect Mobility Products
• Proven success working with Channel (Tier 2) and Direct Tough (Tier 3) enterprise sales covering multiple verticals, and a demonstrable track record in Channel Sales, Inside Sales, Operations, and / or Program Support.
• Understanding of solution selling specifically around B2B Mobility Solutions
• Strong track record of building collaborative IT channel relationship at executive levels
• Must have demonstrated project and program management skills
• Prior experience demonstrating ROI models
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