Director of Partnerships

📋 Description

• Meet annual objectives for onboarding new channel partners, which include authorized resellers, referral partners, and system integrators.

• Activate, support, and inspire partners to achieve their goals—including revenue, bookings, and contract numbers.

• Create an annual Business Plan with each partner and track progress through structured quarterly business assessments.

• Develop and oversee the indirect sales strategy within designated territories.

• Ensure partner teams participate in and complete mandatory commercial and technical training programs.

• Enhance commercial capabilities within partner organizations through continuous training, coaching, and support.

• Cultivate and strengthen relationships with senior management and C-Level executives at partner organizations.

• Monitor partner satisfaction and coordinate with internal MHC teams to proactively address any issues.

• Assist partners with commercial negotiations, especially regarding large and complex enterprise accounts.

• Lead and motivate partner sales teams, promoting a high-performance culture throughout the partner ecosystem.

• Collaborate with MHC Marketing on co-marketing and communication strategies directed at partners.

• Ensure proper utilization of MHC business processes and tools by partners.

• Establish tracking for partner engagement status, pipeline, issues, escalations, and account reviews.

• Represent the internal perspective of the partner ecosystem, providing feedback to influence program development and product strategy.

• Discover new partnership opportunities and remain informed about industry trends and competitive landscapes.

• Prepare and present required management reports on partner performance and program health.

⛳️ Requirements

• Seasoned channel or partnership expert with extensive knowledge in Customer Communications Management and SaaS partner program management.

• Strong comprehension of indirect sales models, including types of partners such as resellers, referral partners, and system integrators.

• Demonstrated success in recruiting, activating, and expanding a partner network that generates measurable revenue results.

• Executive presence and the ability to forge trusted, long-term relationships at the C-Level within partner organizations.

• Superior communication, negotiation, and program management abilities.

• Collaborative, cross-functional leader adept at working alongside Sales, Marketing, Product, and Customer Success teams.

• Experience in managing partner program performance metrics and reporting on essential KPIs.

• Proactive, optimistic demeanor, comfortable operating in a fast-paced, growth-focused SaaS environment.

🏝️ Benefits

• Workplace Flexibility: Remote (U.S. based)

• 401(k) Plan: Deferred and Roth options available to assist you in saving for retirement, with a generous employer match of 50% up to a maximum of 4.5% of gross pay.

• Medical Plans: Comprehensive co-pay or HSA coverage options to ensure the health of you and your family.

• Dental and Vision Plans: Access to an extensive network of providers for dental and vision health.

• Daycare and Medical FSA/HSA: Save on eligible daycare and healthcare costs 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.