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Director – XaaS Channel Optimization Research

The primary functions of the Research Executive role include gathering and analyzing information and discerning key trends regarding Partner Channel ecosystem in the “As-a-Service” transformation of moving from selling products and perpetual licenses to the selling and driving adoption, expansion and renewal of subscription offerings with, to and through partners. TheCandidate will have extensive and current knowledge of how to build, scale and operate Partner Channel programs in either born-in-the-cloud companies or in technology companies that are selling a substantial percentage of their revenue in the technology subscription domain.

The ideal candidate for this role will have deep understanding of topics such as XaaS partner channel models, how they differ from traditional partner channel models, and how technology suppliers can implement successful XaaS partner ecosystem efforts. He or she will have extensive and current knowledge of how technology companies design and execute partner enablement programs which serve the needs of enablement in Land – Adopt – Expand – Renew customer lifecycle partner efforts.

In addition, this candidate will be qualified to incorporate and analyze qualitative and quantitative information derived from member surveys and benchmarks and will use this data to identify key trends, and create reports and presentations that provide strategic insights and actionable intelligence for TSIA member companies. This person is comfortable and enjoys working with data. More importantly, this person can convey key findings presented to all levels in an organization from individual contributors to C-level executives. This information will be delivered through a variety of means including executive presentations, webinars, in person workshops, virtual workshops, white papers and blogs.

The Research Executive is part of a research team responsible for creation and the successful application of frameworks and insights by association members. This person will work closely with the Executive Director, VP of XaaS Channel Optimization Research, the Analytics Team, Membership Success Managers, Membership Development, Marketing and other key roles inside of TSIA.

Key activities of this position will include:

Responsibilities

Provide research support to the lead researcher for the XaaS Channel Optimization research practice:

  • Data gathering, analysis, and presentation of industry benchmarking for members.
  • Ongoing content refinements to benchmarking and industry trend data-gathering instruments.
  • Design, implementation and presentation of multi-member studies and surveys.
  • Presentation of key industry trends to membership at various membership forums both in person and virtually through webinars.
  • Leading workshops with member companies
  • Participating in member meetings and aggregating members’ business challenges to highlight shifts in trends.
  • Authoring of articles and white papers for inclusion in various publications.
  • Provide responses to member inquiries.

Be the benchmark/survey analytics guru:

  • Establish credentials as the in-house expert/power user of TSIA data sets
  • Assess patterns in the data sets and provide analyses
  • Respond to ad hoc requests for information and provide practical insights to member companies

Qualifications

  • Extensive knowledge around channel sales, building partner ecosystems for “as-a-Service” technology companies and XaaS offers which attract a dynamic partner ecosystem.
  • Bachelor’s degree in a related field.
  • Minimum of 4 years of industry experience designing and deploying XaaS partner channel programs.
  • Strong customer service skills. The ability to develop strong rapport and instant credibility with member company executives.
  • Previous experience in application of best practices and industry benchmarks using analytic intelligence
  • Excellent verbal and written communication skills.
  • Willingness to travel ~25%

Key Metrics

Like every employee at TSIA, this position will be evaluated on the ability of the association to grow and meet the business needs of members. Additionally, this position will be evaluated on the following metrics:

  • Quality of research deliverables and the ability to publish in blogs, white papers, webinars, and conference presentations
  • Member satisfaction scores on inquiries
  • Process innovation
  • Insightful data analysis
  • Peer evaluation

Tools

The Research Executive will have proficiency with the following tools;

  • Microsoft PowerPoint, Excel, and Word
  • Tableau knowledge is a plus

Location

The candidate can be based anywhere in the U.S.

About TSIA

The Technology and Services Industry Association (TSIA) is the world's leading membership organization dedicated to helping technology and services organizations capture competitive advantage and achieve sustained profitability. Our research is dedicated to helping technology companies achieve profitable growth and solve their top business challenges. Services, sales, product, and channel organizations at technology companies large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, and exceptional peer networking opportunities. TSIA’s members represent the world’s top technology companies as well as scores of innovative small and midsize businesses in four major markets: enterprise technology, consumer technology, healthcare IT, and industrial equipment. Our membership community consists of over 40,000 executives from 96 countries and represents 80% of the Fortune 100 technology companies.

At TSIA, we know that the secret to providing the best experience for our members starts with happy employees. Our company culture celebrates individuality and growth, providing employees with ample opportunities to showcase their strengths with support for further developing their skills. We understand the importance of a healthy work-life balance and pride ourselves in creating an ideal environment for individuals to explore their passion for their career.

We value your work, and we offer competitive compensation, medical coverage (health, dental, vision), 401(k) with matching plan, and life and disability insurance. TSIA embraces equity, diversity, and inclusiveness. We view these pillars of excellence as crucial to healthy people, workplaces, and all stakeholder communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. For more information, please find us at: www.tsia.com.

 
 

About TSIA

The Technology & Services Industry Association (TSIA) is the world's leading research organization dedicated to helping technology companies achieve profitable growth and solve their top business challenges. Services, Sales, Product, and Channel organizations at technology companies large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, and exceptional peer networking opportunities. TSIA’s membership community consists of over 40,000 executives from 96 countries and represents 80% of the Fortune 100 technology companies.