Director, Business Program Management, Digital Channel

📋 Description

• • As the Director of Business Program Management for the Digital Channel, you will be instrumental in shaping and executing global channel partner programs and initiatives, specifically designed to accelerate business growth for the Insight DXP portfolio.
• • This pivotal role demands a strategic thinker and a proactive executor, adept at fostering strong relationships with both internal and external stakeholders to ensure seamless alignment and achieve impactful business outcomes.
• • You will be the driving force behind cultivating a thriving partner ecosystem, managing and influencing positive business results for our valued Customers, Iron Mountain, and our diverse network of partners.
• • **Channel Program Ownership:** You will take full ownership of creating comprehensive plans for both short-term and long-term global Insight DXP partner channel programs. This includes defining and refining internal and external processes and operations to effectively drive Partner-led sales and maximize revenue generation.
• • **Channel Partner Lifecycle Management:** A core responsibility will be to develop and meticulously maintain an Ideal Partner Profile (IPP) that is strategically aligned with Iron Mountain's Digital Go-To-Market (GTM) strategy. This involves establishing and nurturing a robust "Recruit, Onboard, Grow, Retain" framework, ensuring the long-term health, loyalty, and success of our partner relationships.
• • **Channel Enablement:** You will be responsible for coordinating and delivering comprehensive enablement programs for our partners. This includes both sales and technical enablement initiatives, working in close collaboration with our Sales teams, as well as defining and supporting Sales, Technical, and Support offerings tailored for partners.
• • **Channel Partner Incentives:** A key aspect of your role will be the continuous refinement and optimization of partner incentive programs and Marketing Development Funds (MDF). This will be driven by rigorous ROI analysis and a keen understanding of market performance, ensuring our incentives are competitive and effective.
• • **Channel Partner Tooling:** You will play a crucial role in the selection and ongoing management of essential partner tooling. This includes ensuring seamless integration with our CRM systems and establishing efficient processes for partner deal registration and management.
• • **Partner Pipeline Management:** You will actively drive global and regional pipeline reviews, critically identifying any friction points within the co-sell process. Your insights will be used to adjust and enhance global programs, ensuring a smooth and productive sales cycle for our partners.
• • **Cross-Functional Collaboration:** Success in this role hinges on your ability to collaborate effectively with a wide array of internal teams, including Product Management, Marketing, Legal, Compliance, Finance, and Sales. You will ensure consistent alignment and clear communication regarding all partner-related programs and activities.
• • **Market Analysis:** You will conduct thorough market research to identify potential new partners and to assess emerging market trends. This strategic analysis will directly inform and shape our partnership strategies, ensuring we remain at the forefront of the industry.
• • **Performance Tracking:** You will meticulously monitor and report on the performance of all partnership programs. This involves providing data-driven insights and actionable recommendations for continuous improvement and optimization.
• • **Impact Communications:** A vital part of your role will be to build and effectively communicate the tangible outcomes and benefits of Iron Mountain's partnerships. You will craft compelling narratives and share success stories with key stakeholders within Iron Mountain through regular partner communications and impactful win stories, demonstrating the value of our channel ecosystem.