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The Director, Partnerships & Channel Sales, US is responsible for building, scaling, and leading the organization’s US partnerships and channel ecosystem. This individual will develop high-impact alliances, drive indirect revenue growth, and expand market reach through strategic partners.
This role plays a critical part in shaping the company’s go-to-market strategy by identifying, onboarding, and enabling partners who accelerate growth and deliver customer value.
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Duties and Responsibilities:
- Develops and executes a comprehensive partnerships and channel sales strategy aligned with company growth objectives
- Identifies, recruits, and onboards strategic partners, including resellers, distributors, technology partners, and system integrators
- Builds and manages a high-performing partner ecosystem that drives measurable revenue impact through operational rigor and nurturing partner relationships to maximize partnership potential
- Establishes and optimizes partner programs, including incentives, enablement resources, and performance metrics
- Collaborates cross-functionally with Sales, Marketing, Product, and Client Experience teams to ensure partner alignment and success
- Negotiates and structures partnership agreements to maximize mutual value
- Increases top of funnel opportunities to support organizational Sales targets
- Tracks, analyzes, and reports on partner performance, pipeline, and revenue contribution
- Champions data integrity across our GTM platforms (Salesforce, Gong, Monday.com)
- Leads, mentors, and develops a partnerships and channel sales team (if applicable)
- Represents the organization at industry events, conferences, and partner engagements
- Ability to work EST or CST business hours
Knowledge, Skills, and Abilities
- 5-10+ years of experience in partnerships, channel sales, business development, or related fields
- Demonstrated experience managing partnerships and channel sales within CRM system (Salesforce preferred)
- Demonstrated success in building and scaling partner ecosystems and driving indirect revenue growth
- Strong understanding of channel sales models, including reseller, referral, OEM, and alliance partnerships
- Experience in SaaS, technology, or other high-growth environments preferred
- Exceptional relationship-building, negotiation, and communication skills
- Strategic mindset with strong analytical and problem-solving capabilities
- Ability to operate effectively at both strategic and tactical levels in a fast-paced environment
- Prior experience leading and developing high-performing teams is preferred
- Prior experience within Financial Services or Healthcare industry is preferred
- Prior experience implementing a partner tiering framework is preferred
Attributes that will drive success:
- Growth in channel-sourced and influenced revenue
- Expansion and quality of the active partner network
- Systematic, analytical approach to partner development
- Partner pipeline generation and conversion rates
- Tech savvy, able to adapt to emerging technologies
- Partner engagement, enablement, and retention
- Time-to-productivity for newly onboarded partners
Qualifications and Experience
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Education
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From an accredited college or university in the related field of:
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Required/Preferred
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Bachelor’s Degree
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Required
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Experience
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In the field of:
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Required/Preferred
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5-10 years
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Experience in partnerships, channel sales, business development, or related fields
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Required
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Licenses and Certifications
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Professional Association
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Required/Preferred
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