I am interested in the adjectives that best describe a channel leader, not the "generic" candidate requirements from a job description; for example:
· X number of years of industry specific experience
· X number of years of channel program management and development
· Proven ability to work across functional organizations
· Experience with content development (brochures, whitepapers, communiqués)
· Coordination and collaboration with sales organization
· Excellent presentation skills
· Proven ability to build new relationships at CXO levels
All of the requirements above relate to specific experiences and past performance. Don’t get me wrong…these are extremely important considerations and should absolutely be part of the selection criteria. What I am interested in, however, are the individual qualities that make a great channel leader.
What are the adjectives or descriptive phrases that best sum up the qualities of a great channel leader?
Let me know your thoughts and I will post the results in a subsequent post. I think we can all benefit…whether you are looking for new gig, looking to hire, or in the business of helping companies build their channel.
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Since a Channel Leader needs to constantly be in the middle, they must possess the ability to withstand pressure from all sides. They must deal with different personalities and types of individuals. They must be realistic and grounded in what they strive for. They most have strong business acumen and fully understand what motivates their Channel partner.
At a more personal level, they must be:
Gracious
Demonstrate industry, diligence and perseverance
Honest, authentic and genuine
Be curious about the world around them
Have a sense of humor.
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