Director of Partnerships

Roles and responsibilities

As the Director of Partnerships, you will play a critical role in establishing and nurturing relationships between Squirro and a diverse network of partners. This position is a key component of our Sales & Revenue team and is instrumental in advancing our overall partnership strategy to drive business results in alignment with Squirro’s long-term vision. You will be responsible for a broad range of partnership activities, including relationship management, partner enablement, and strategic initiatives to drive new business. Additionally, you will be tasked with onboarding new partners and consistently improving our partnership program to foster growth and create a robust support framework for existing and new collaborators.

Key Responsibilities:

Partner Recruitment and Onboarding
In this role, you will actively identify, recruit, and onboard new channel partners to expand Squirro’s market reach and capabilities. From managing the full lifecycle of each partnership to ensuring a seamless onboarding experience, your work will be integral in building strong foundations for each partner relationship. You will provide in-depth product and service training, ensuring new partners have the knowledge and resources needed to effectively represent Squirro.

Relationship and Account Management
You will collaborate closely with partners to co-develop strategic business plans that align with shared sales targets, ensuring mutually beneficial outcomes. This includes conducting ongoing performance assessments and offering actionable recommendations to maximize each partner’s effectiveness. You’ll also serve as a resource to resolve any partner-related challenges proactively, such as sales conflicts, pricing disputes, or operational issues, facilitating smooth collaboration and a strong working relationship.

Sales and Pipeline Oversight
As part of your duties, you will manage the sales pipeline, deliver accurate sales forecasts, and identify new revenue opportunities within the partnership ecosystem. Your support will extend to aiding partners in crafting competitive proposals, quotations, and pricing models, leveraging your expertise to help them succeed in the market. Accurate and insightful pipeline oversight will be essential to meet both Squirro's and the partners' financial goals.

Marketing and Promotion
Working alongside the marketing team, you will co-plan and execute joint events, campaigns, and other promotional activities to maximize brand visibility and drive engagement. This aspect of the role allows you to align Squirro’s marketing initiatives with partners, generating opportunities to showcase our joint value propositions to a broader audience.

Desired candidate profile

Preferred Experience and Skills

We’re seeking a seasoned partnerships leader with at least 10 years of experience in strategic partnerships and account management, particularly within the SaaS industry. You should have a demonstrated history of building and scaling successful partnerships from the ground up, ideally having achieved this feat twice or more. A background working with prominent systems integrators, such as Accenture, KPMG, Deloitte, or PwC, along with boutique consulting firms, is essential.

The role requires a proven track record in partnership or channel management, with demonstrated abilities to build and scale relationships successfully. A thorough understanding of sales processes and partner engagement strategies is crucial, as well as proficiency in business planning, sales proposal development, and pipeline management. Strong conflict resolution skills are necessary to address any partner-related challenges effectively, ensuring productive and long-lasting partnerships.

Lastly, exceptional communication and relationship-building skills are essential, as this position requires frequent interactions with both internal stakeholders and external partners. If you have a proven history of fostering high-impact relationships and possess the strategic mindset needed to drive growth, this role provides a platform for meaningful contributions to Squirro’s success.