Director, Channel Sales, Americas

JAI Pulnix a division of the JAI Group/San Jose, California

 

DIRECTOR, CHANNEL SALES

 

Company Description:

 

JAI Pulnix is a leading designer and manufacturer of industrial cameras for vision systems used on the OEM vertical markets of machine vision, defense, medical imaging, and intelligent traffic systems and homeland security.  JAI Pulnix is part of the JAI Group which is a profitable, debt-free $70M worldwide company which was established in 1963 in Copenhagen, Denmark and has subsidiaries located in Japan, Europe and San Jose.

 

Our San Jose headquarters has an immediate requirement for a Director, Channel Sales for the Americas.

 

Opportunity:

 

To be part of the management team of a very successful worldwide embedded hardware systems design and manufacturing company.  Responsible for building a channels partner team that will grow sales this year up to 24%.  Contribute to growth that will take a $70M company to over $200M run-rate within 3 years.

 

Position Summary:

 

The Director of Channel Sales is a key member of the senior sales staff responsible for setting and executing the strategy and tactics necessary for market success within the channels in the Americas.  Channels include distributors, value added resellers, value added integrators, and system integrators.  The overall importance of this position is borne by the fact that currently and in the future the majority of our sales come thru channel partners.  This position reports to the Vice President of Sales and Marketing.

 

Responsibilities:

 Design and execute the channel model for JAIArchitect and drive JAI Pulnix?s continued market emergence as the leading provider of industrial camera solutions thru our channel partnersBuild the process and discipline to deliver product design wins thru the channelsResponsible for selecting, developing, and motivating distributors, VAR?s SIDefine and manage the go-to market/sales strategies and tactics to rapidly deliver company revenueMeet and exceed sales and design win targetsBe the channel champion with the JAI organizationInitiate and drive a certified VAR and System Integrator ProgramProvide product and technical training to the various channel partnersAdminister design win registration programs

 

Qualifications/Characteristics:

 Bachelors degree in a technical discipline (engineering, computer science, etc.)Minimum of 10 years of OEM sales experience representing a components or hardware systems supplier from the semiconductor, camera, electronic systems, computer or vision systems industry.Successful track record in appointing, managing and guiding channel partnersProven experience in exceeding quotas in an OEM or channels environmentExcellent interpersonal skillsWillingness to travel 40-60% of the timeOutstanding organizational and strategic abilitiesMust be an excellent presenter and communicatorMust be capable of getting involved in technical and applications detail as part of the technical sale in supporting JAI?s productsPrevious management experience of hiring and guiding direct reportsSuccessful experience in a design win sale environmentExperience in establishing a certified VAR/System Integrator programOnly candidates residing in the San Francisco Bay Area will be considered