DLT Solutions, LLC

Vice President, Channels

Job Locations US-VA-Herndon
Posted Date 2 weeks ago(3/6/2018 1:50 PM)
Job ID
# of Openings


The Channels Vice President is responsible for developing, building, and executing a growth strategy to accelerate revenue growth for DLT and its clients. The Channels Vice President will have the responsibility of defining a cohesive go-to-market strategy by setting a multi-year vision and investment strategy to support the Public Sector partner community, while ensuring adoption of strategies to capture new market opportunities, technologies, and satisfy evolving customer consumption demands.


  • Establish strategy and execution required to drive incremental revenue streams for DLT clients across all channel partner types including: value-added resellers, integrators, solution providers, managed services providers, and cloud service providers
  • Develop the DLT Channel Program and strategy that has clear differentiation in the market and supports DLT’s evolving GTM strategy and technology focus areas
  • Articulate a business plan and objectives to DLT senior leadership that is alignment with overall strategic plan
  • Lead and mentor channel team responsible for implementing partner growth plans in conjunction with their clients
  • Analyze public sector market trends and dynamics, develop ongoing competitive analysis to identify growth areas and gaps
  • Develop valuable channel programs and initiatives that support DLT client channel strategies to maximize sales revenues. Explore additional Cloud/Consumption/ARR models
  • Create Channel program tools and resources for DLT clients, partners, and internal DLT personnel
  • Recruit new channel partners, including growth of existing channel client programs
  • Establish and track channel specific metrics to optimize success
  • Foster strong partner relationships to increase partner wallet share and understand new channel partner types
  • Maintain relationships with partner stakeholders at the executive level
  • Conduct internal enablement of sales teams related to partner skills, capabilities initiatives and objectives; Also work with sales leadership to emphasize importance in prioritizing partner inclusion
  • Develop strategy for attracting, developing and retaining a diverse and high-performance organization
  • Work with marketing  to create clear and dynamic branding and messaging for DLT's channel enablement capability in the market
  • Other job related duties as assigned

Minimum Qualifications

  • 15+ years of experience in executive level Channel Sales in the Public Sector market
  • In-depth knowledge of the unique requirements of the Public Sector including Federal/ State and Local contracting rules, Programs, FAR, and appropriate incentive programs that are in compliance
  • Strong Relationships with key industry partners
  • Experience in creating and implementing processes/programs in a growth stage, rapidly expanding company
  • BA/BS with focus in business or marketing preferred
  • Ability to understand customer value proposition and ROI
  • Extensive business partnering and influencing skills

Preferred Qualifications

  • Strong presentation and communication skills
  • Ability to interact and communicate with individuals in various functional areas and levels of management including C-level executives
  • Ability to remain flexible and thrive in a fast-paced environment
  • Strong collaboration skills with intrapreneurial ability


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