Director of Channels and Alliances

Rev is the Sales Development Platform that accelerates prospect discovery. B2B sales has evolved rapidly in the last 20 years, but generating pipeline remains manual, time-consuming, and plagued by guesswork. The world’s best B2B sales and marketing organizations, including ZenDesk, Oracle, and 7 of the top 10 cloud software companies, use Rev to focus time and effort above the funnel. Only the Rev Exegraphics Engine eliminates 50% of manual prospecting, allowing sales teams to find more prospects in less time, improve lead quality throughout the pipeline, and drive consistent revenue growth.

Partnerships, including integrations with technology partners and collaboration with professional service providers will be key to the widespread adoption of the Rev platform and the success of the business.

Overview: 

The Director of Channels and Alliances pursues, maintains, and expands relationships with assigned technology, professional services, and channel partners. Assigned to partners based on geography, channel, or market, the Director of Channels and Alliances is responsible for achieving new partner recruitment objectives, integrations, co-marketing, sales, and profitability goals..

The Director of Channels and Alliances represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. 

Responsibilities and Duties:

• Establish and manage a partner program with associated tiers, technical support and documentation.
• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of company personnel, including technical support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Lead joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensure partner compliance with partner agreements.
• Drive adoption of company programs among assigned partners. 
• Recruit new qualifying partners. 
• Complete other tasks and duties as needed. 

Qualifications:

• At least 5 years of proven sales partner/channel experience, meeting or exceeding targets
• Ability to communicate, present, and influence all levels of the organization, including executive and C-level
• Proven ability to drive the sales process from plan to close
• Proven ability to articulate the distinct aspects of products and services
• Proven ability to position products against competitors
• Demonstrable experience as head of partner/channel sales, developing client-focused, differentiated and achievable solutions
• Excellent listening, negotiation, and presentation skills
• Excellent verbal and written communications skills
• BA/BS degree or equivalent

Equal Opportunity Employer Female/Minority/Veteran/Disability/Sexual Orientation/Gender Identity