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Director of Channel Partnerships

SaaS, Full-Time

New York, NY

$140,000 BASE, $280,000 OTE


The Role:

A venture-backed SaaS start-up based in London & New York, is searching for a Director of Channel Partnerships, to take ownership and be responsible for the development and refinement of the ongoing channel strategy with their most important partner.

Job  Description:

  • Meet assigned sales targets and strategic objectives.
  • Build and execute your strategy with senior revenue team members.
  • Serve as the ultimate point of contact for our most important channel partner, working as an extension to the partner, whilst making sure the company objectives are met.
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Sophisticated decision making skills, particularly in resolving complex challenges involving trade-offs between revenue opportunities, resource availability, and overarching strategic objectives.
  • Join partner client sales and product demo calls when required.
  • Provide ongoing roadmap and guidance to the partner with continued product and sales training.
  • Grow and manage the pipeline for new business by generating sales opportunities within the partnership and collaborate with internal sales to close strategic opportunities.
  • Help the partner pitch, present and negotiate deals to their client base.
  • Develop the Go-to-Market plans that align with sales, finance and operations.
  • Work cross-functionally (Business Development, Customer Success, Product/Engineering) in order to support overall growth and success of this global partnership and prioritize our partnership and product roadmap.
  • Share back feedback from partner clients to inform our product roadmap and operations.
  • Anticipate and help resolve channel conflict issues, troubleshoot and resolve daily challenges between various teams
  • Work with VP Operations to coordinate the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

 

Required Skills:

  • Have 5+ years experience in successfully building and executing a channel partner strategy
  • Have 5+ years experience in SaaS
  • Experience in and a strong understanding of the Gas/ C-Store sector is a huge plus
  • “Hunter” & “Farmer” mindset with the ability to generate revenue opportunities while also developing long-term partner relationships
  • Excellent communication and presentation skills
  • Exceptional ability to develop relationships

 

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