Partner Director

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

📋 Description

• Our partner community is essential for growth, scalability, and success. Partners serve as a consistent and high-quality source of leads and sales at Actionstep, and nurturing these relationships will play a crucial role in our expansion. We aim to increase the proportion of new ARR generated through our partner communities.

• This position will lead this initiative. Our partner community comprises three categories of partnerships:

• - Actionstep Certified Partners (ACPs) are our most critical partners, implementing, supporting, and selling to customers through trusted advisor relationships in their respective markets. Their high-quality leads and strong execution significantly enhance customer satisfaction and referrals, with 50–80% of new ARR anticipated from these revenue-share partnerships.

• - Referral Partners include influencers, trusted advisors, or professional service firms who actively and credibly recommend Actionstep to clients and prospects.

• - Integration Partners (ISVs) have technical integrations with Actionstep. These partnerships primarily focus on lead generation, with more strategic ISVs participating in co-selling and co-marketing efforts. Examples include NetDocuments and iManage.

• Sales enablement and co-marketing will be vital strategies for attracting, retaining, and growing our partners' businesses while fostering a mutually beneficial relationship.

• The Partner Director, Canada will take the lead in developing and executing the partner strategy and will collaborate closely with Sales, Marketing, Services / Partner Enablement, Sales Operations, and the broader Partner team to ensure we meet our growth objectives.

• The Partner Director, Canada will manage Actionstep's Partners, including overseeing partner sales bookings, expansion programs, identifying needs, organizing support, relationship management, escalations, issue resolution, governance, co-marketing initiatives, and all other aspects of partner account management.

⛳️ Requirements

• In this role, you will be responsible for...

• ...Driving the overall partner revenue channel in Canada, building positive, loyal relationships with partners to enhance our reputation and support brand awareness in our targeted markets. You will develop a carefully selected group of quality in-market partners to ensure successful customer implementations and integration experiences using Actionstep, acting as the central figure for product, marketing, sales, prospects, and clients regarding partner engagement and ongoing activities. Key focus areas include:

• - Overseeing the complete lifecycle of partner relationships that generate revenues exceeding budget expectations in the following categories:

• - ACP generated Actionstep ARR

• - Co-Sell / Referral Partners ARR

• - Collaborating closely with the ISV team to enable revenue generation from third parties who integrate with Actionstep and benefit from access to the Actionstep customer base.

• - Marketplace revenue share

• - Preparing annual partner budgets and delivering Quarterly Business Reviews for Partnerships to the Actionstep Leadership Team (ALT).

• - Working with Sales and Marketing to identify co-marketing opportunities and develop campaigns and activities that will enhance the Actionstep brand and expand access to our target audiences, including participation in industry events, webinars, and user groups.

• - Supporting the Sales Team as needed during the pursuit of prospects, while ensuring that ACP Rules of Engagement guidelines are adhered to for their region.

• - Collaborating closely with the Services team to address any implementation challenges and maintain a list of Certified Partners in the region.

• - Keeping accurate partner-generated pipeline data in Salesforce, managing Canadian partner relationship management systems and partner portal (scope to be defined), and coordinating with the sales team on geo-specific partner relationships.

• - Implementing and maintaining regular communication with our partner network through virtual town halls, one-on-one check-ins, and newsletters.

• - Working in tandem with Marketing and Sales to provide access to marketing assets and develop necessary partner enablement materials.

• - Partnering with the Product team to understand prioritized product gaps, identify partners to address them in ways that benefit customers and/or generate revenue, and create business cases for Product Management approval.

• - Sharing insights from the partnership ecosystem with Marketing, Product, and Sales teams to drive Actionstep's market momentum.

• - Collaborating closely with Finance/Accounts to provide input and review Partner Commissions.

🏝️ Benefits

• Robust medical, dental, and vision offerings.

• RRSB with company match.

• Flexible working hours and PTO.

• Enjoy your birthday off.

• Regular team-building events.

• Excellent training and development opportunities.