Director of Channel Sales – Partnerships
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Job Description
Director of Channel Sales & Partnerships at GRUBBRR leading channel partner program development and engagement across North America. Focused on driving revenue growth through successful partnerships.
Responsibilities:
- Develop and execute GRUBBRR's channel strategy and long-term partner vision.
- Build scalable partner programs, incentives, onboarding frameworks, and engagement models.
- Establish partner tiers, certifications, performance metrics, and partner success criteria.
- Develop repeatable processes for partner recruitment, enablement, co-selling, and ongoing growth.
- Create partner business plans designed to drive long-term mutual success.
- Identify, recruit, and onboard new channel partners throughout North America.
- Develop relationships with Value Added Resellers (VARs), POS dealers, payment providers, systems integrators, consultants, referral partners, and strategic technology partners.
- Build and maintain a robust pipeline of prospective partners.
- Negotiate partnership agreements and business terms.
- Represent GRUBBRR at industry events, trade shows, and partner conferences.
- Lead onboarding and training efforts for new partners.
- Ensure partners are equipped to effectively position, sell, deploy, and support GRUBBRR solutions.
- Conduct regular business reviews and growth planning sessions with key partners.
- Drive partner engagement and accountability through measurable performance goals.
- Provide market intelligence and partner feedback to influence product direction and go-to-market strategy.
Requirements:
- 7+ years of experience in channel sales, partner management, business development, or indirect sales.
- 3+ years building, scaling, or leading channel programs within technology, SaaS, POS, payments, hospitality technology, retail technology, or related industries.
- Demonstrated success recruiting and growing reseller, VAR, referral, or strategic partner networks.
- Experience carrying, influencing, or managing revenue targets.
- Strong negotiation, presentation, and executive relationship-building skills.
- Ability to thrive in a fast-paced, high-growth, entrepreneurial environment.
- Willingness to travel up to 40%.
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
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