Director of Partnerships
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Job Description
Director of Partnerships recruiting and activating a high-performing channel partner network. Driving enterprise sales growth within the SaaS industry through strategic leadership and relationship building.
Responsibilities:
- Achieve annual targets for recruiting new channel partners, including authorized resellers, referral partners, and system integrators.
- Activate, guide, and motivate partners to meet their objectives—including revenue, bookings, and number of contracts.
- Draw up an annual Business Plan with each partner and monitor progress through structured quarterly business reviews.
- Develop and monitor the indirect sales strategy within assigned territories.
- Ensure partner teams are enrolled in and completing required commercial and technical training programs.
- Develop commercial skills within partner organizations through ongoing training, coaching, and enablement.
- Build and strengthen relationships with senior management and C-Level executives at partner organizations.
- Monitor partner satisfaction and coordinate actions with internal MHC teams to resolve issues proactively.
- Support partners on commercial deals, particularly on large and complex enterprise accounts.
- Manage and motivate partner sales teams, fostering a high-performance culture across the partner ecosystem.
- Collaborate with MHC Marketing on co-marketing and communication initiatives targeting partners.
- Oversee the correct use of MHC business processes and tools by partners.
- Build tracking for partner engagement status, pipeline, issues, escalations, and account reviews.
- Act as the internal voice of the partner ecosystem, surfacing feedback to influence program development and product direction.
- Identify new partnership opportunities and stay current on industry trends and competitive dynamics.
- Prepare and deliver required management reports on partner performance and program health.
Requirements:
- Experienced channel or partnership professional with deep expertise in Customer Communications Management and SaaS partner program management.
- Strong understanding of indirect sales models, including reseller, referral, and system integrator partner types.
- Proven ability to recruit, activate, and grow a partner network that drives measurable revenue results.
- Executive presence with the ability to build trusted, long-term relationships at the C-Level within partner organizations.
- Excellent communication, negotiation, and program management skills.
- Collaborative, cross-functional leader comfortable working with Sales, Marketing, Product, and Customer Success teams.
- Experience managing partner program performance metrics and reporting on key KPIs.
- Proactive, positive attitude with comfort operating in a fast-paced, growth-oriented SaaS environment.
Benefits:
- Workplace Flexibility: Remote (U.S. based)
- 401(k) Plan: Deferred and Roth options available to help you save for retirement, with a generous employer match of 50% up to maximum of 4.5% of gross pay.
- Medical Plans: Comprehensive co-pay or HSA coverage options to keep you and your family healthy.
- Dental and Vision Plans: Access to a large network of providers for dental and vision health.
- Daycare and Medical FSA/HSA: Save on eligible daycare and healthcare expenses with our flexible spending and health savings account plans.
- Group Term Life Insurance: Coverage of $50,000 to provide peace of mind.
- Generous Paid Time Off (PTO) Policies: Ample time to relax and recharge.
- Employee Assistance Program (EAP): Support for personal and professional challenges.
- Voluntary Benefits Available: Additional Life Insurance Critical Illness Insurance Accident, Cancer & Hospital Indemnity Insurance Legal/ID Shield Pet Insurance Parental Leave: Four weeks of paid paternity leave after 1 year, eligible for pro-rata leave after six months of employment. Total of twelve weeks of paid leave for the birth parent, eligibility rules apply.
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