The Position
CallRail is looking for a strategic and experienced Sr. Manager, Channel Partner Program Development to build, grow, and oversee a resale program from the ground up.This role will be responsible for developing and executing strategies to expand our channel partner network, to include resale via tech partnerships, with the ultimate goal of driving partner-sourced revenue, This role will also oversee our partnership ecosystem, leveraging integrations to expand our market presence and build retention-driving customer experiences. The successful candidate has experience building an infrastructure of indirect sales channels, preferably with other SaaS organizations, and takes strategic and results driven approaches to influence internal and external organizations towards a common goal.
What You'll Do
- Channel Strategy Development: Design, implement, and refine channel sales strategies to meet revenue and growth targets, focusing on identifying high-impact partners, building a high-performing program structure, optimizing partner performance and expanding our reach in the market.
- Program Development & Operations: Design and implement scalable channel sales program structure and partner-specific GTM needs, including pricing, packaging, product delivery, incentive models, partner onboarding, sales enablement.
- Revenue Growth: Own and achieve partner channel (resale and referral) forecasts, budgets, and targets, with a strong focus on driving new business and maximizing existing partner generated sales.
- Strategic Internal Alignment: Identify individualized channel program needs and develop compelling business cases to justify and prioritize builds. Lead cross-functional collaboration by organizing and influencing internal teams to drive execution that aligns to targets.
- Partner Relationship Management: Build and nurture relationships with new and existing channel partners, ensuring they have the resources and support needed to succeed. Continuously strengthen partnerships to ensure mutual benefit and long-term success.
- Sales Enablement: Work closely with partners to provide training, sales enablement resources, and performance incentives, ensuring alignment with our sales goals.
- Cross-Functional Collaboration: Collaborate with internal teams, including Sales, Marketing, Product, and CX, to support partners and align on go-to-market initiatives.
- Negotiate and Execute Complex Agreements: Collaborate with leadership on negotiation efforts to secure favorable terms, draft agreements, and ensure that all partnership contracts align with company policies and objectives.
- Performance Management: Track and analyze key performance indicators (KPIs) related to channel sales, providing insights and regular reports to the executive team and adjusting strategies as needed.
- Market Intelligence: Stay informed about industry trends, the competitive landscape, and emerging opportunities to identify and leverage potential partnerships.
What You'll Need
Qualifications:
- Education: Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
- Experience: 5+ years of experience in GTM partnerships, building new channels, channel sales, partner management, or related fields, with at least 2 years in a senior or strategic role.
- Industry Knowledge: Deep understanding of SaaS, marketing technology and channel dynamics.
Skills:
- Partnership & Business Acumen: Ability to identify, evaluate, and translate value of partnership opportunities based on product fit and market dynamics.
- Relationship-Building Skills: Demonstrated success in establishing and growing high-impact partnerships and fostering long-term relationships.
- Sales Acumen: Proven ability to meet or exceed sales targets through channel partners.
- Excellent communication and presentation abilities.
- Excellent problem-solving skills with a proactive approach to identifying and addressing challenges.
- Strong leadership skills, with the ability to influence and collaborate across all levels of the organization
- Strategic thinker with the ability to identify and act on opportunities, and develop comprehensive partnership plans that align with business objectives.
- Ability to work collaboratively and cross-functionally.
- Analytical mindset with proficiency in using data to drive decisions.
Attributes:
- Self-starter with a proactive and entrepreneurial mindset.
- Ability to thrive in a fast-paced, dynamic environment.
- Strong leadership and team management capabilities.
If you do not meet all the requirements listed, we still encourage you to apply! No job description is perfect, and we may also have another opportunity that aligns with your skills and experience.
Additional Perks
- Healthcare (one option covered at 100% for employees), Dental & Vision Coverage
- Competitive HSA with company matching
- Paid parental leave
- Flexible vacation policy
- 401K options with company dollar-for-dollar match
- Employee stock options available from day one
- $2,000 annual educational allowance
- Catered lunch every Tuesday * an in-office perk
- MARTA transportation or office parking expenses covered
- Employee charitable donation company match, up to $500 annually
- Regular company outings and events
- Hybrid work options with $500 office stipend to set up your home office
- Designated bike storage
Learn more: https://www.callrail.com/about/
You Are Welcome Here
CallRail understands that valuing diverse creative practices and forms of knowledge are crucial to and enrich the company's core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, and persons of all sexual orientations and gender identities and expressions. In your application, please feel free to note which pronouns you use (For example - she/her/hers, he/him/his, they/them/theirs, etc).
