Director of Partnerships

Roles and responsibilities

The primary responsibilities of this position encompass the recruitment and onboarding of channel partners, relationship management, sales oversight, and marketing collaboration. The successful candidate will be tasked with identifying, recruiting, and onboarding new channel partners, managing the entire partnership lifecycle from initiation to implementation. This involves ensuring a smooth onboarding process that delivers comprehensive product and service training, enabling partners to effectively represent our offerings.

A significant aspect of the role is relationship and account management. The candidate will collaborate closely with partners to develop strategic business plans aimed at achieving shared sales targets. This will include continuously assessing partner performance and providing actionable recommendations for improvement. The candidate must also proactively resolve any challenges that partners may encounter, such as sales conflicts, pricing issues, and operational concerns, ensuring a supportive environment conducive to mutual growth.

In terms of sales and pipeline oversight, the candidate will manage the sales pipeline, deliver accurate sales forecasts, and identify new revenue opportunities. This will require supporting partners in creating competitive proposals, quotations, and pricing models that align with market demands. The ability to analyze market trends and partner needs will be crucial in driving sales success and ensuring that both the company and its partners can capitalize on emerging opportunities.

Desired candidate profile

Additionally, the role involves marketing and promotion responsibilities. The candidate will work in tandem with the marketing team to plan and execute joint events, campaigns, and promotional activities that enhance the visibility of the partnership and drive customer engagement. Collaborating on marketing strategies will ensure that both the company and its partners can leverage their combined strengths to capture market share effectively.

Preferred Experience:

To be considered for this role, candidates should have a minimum of 10 years of experience in strategic partnership account management, with a proven track record of building and scaling SaaS partnerships from the ground up at least twice. Extensive experience working with major system integrators such as Accenture, KPMG, Deloitte, and PwC, as well as boutique consulting partners, is highly desirable.