Director, Partnerships & Channel Sales
Location
United States
Posted
4 days ago
Salary
0
Seniority
Lead
Job Description
Director, Partnerships & Channel Sales
ABACUS
Role Description 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. 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. Qualifications - 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. Requirements - 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. Education - Bachelor’s Degree from an accredited college or university in the related field - Required. Experience - 5-10 years of experience in partnerships, channel sales, business development, or related fields - Required.
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