Director of Partnerships

This is a fully remote position, open to applicants in South Carolina.

📋 Description

• Oversee Omatic's Partnerships & Strategic Alliances division.

• Manage the entire partnerships portfolio, which includes White Label and Referral partnerships across Systems of Record, Application Connector, and Solution Provider categories.

• Take responsibility for the team's annual partner bookings goal as well as annual and quarterly targets.

• Lead and nurture a team of Partner Managers.

• Establish the strategic direction and tiering framework for the partner ecosystem.

• Personally oversee high-value Strategic Partner relationships.

• Guide complex negotiations, contract renewals, fee and pricing structures, and new strategic agreements.

• Act as the senior escalation point for cross-functional partner issues.

• Develop and present partner performance reports to executive leadership and the Board.

• Manage resource and headcount planning for the Partnerships division.

• Conduct 1:1 meetings, pipeline reviews, and career development planning.

• Collaborate with Sales, Marketing, Product, and Customer Experience leadership to integrate partnerships into Omatic's go-to-market strategy.

• Report directly to the Chief Sales Officer regarding partner pipeline, bookings, and strategic initiatives.

• Identify, assess, and prioritize new strategic partnership opportunities.

• Create business cases and lead the negotiation of term sheets and agreements.

• Track trends in the market, competitive landscape, and nonprofit technology sector.

⛳️ Requirements

• A minimum of 7 years of experience in partnerships, business development, alliances, or channel/strategic sales, ideally within a SaaS environment.

• At least 2 years of experience in directly managing, coaching, and developing a team.

• Proven history of negotiating and closing complex, high-value partner agreements.

• Experience in building or scaling a partner program or partner tiering strategy.

• Strong executive presence with the ability to present partner performance and strategy to senior leadership and the Board.

• Strategic and structured thinker, capable of operating hands-on and focusing on details when necessary.

• Excellent written and verbal communication skills.

• Ability to customize a value proposition for diverse partner and executive audiences.

• Foundational knowledge of the integration landscape, including ETL, application integration, and workflow automation is preferred.

• Experience in nonprofit technology is a plus.

• Proficiency with Salesforce is required.

• Bachelor's degree or equivalent experience.

🏝️ Benefits

• Flexible remote work arrangement.

• Full-time employment.