Senior Director, Global Partnerships

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

📋 Description

• Develop and oversee Datacor's global partner strategy across all business units and partner categories.

• Establish a structured, tiered partner program that includes criteria, benefits, margin/discount frameworks, and obligations.

• Create tailored approaches for various partnerships such as reseller, referral, technical/co-sell, services/implementation, and strategic OEM-style partnerships.

• Set rules of engagement, account ownership, and conflict-resolution protocols between partners and direct sales teams.

• Identify, recruit, and finalize agreements with new global partners across five partnership models.

• Enhance reseller, referral, technical/co-sell, services/implementation, and strategic/OEM-style partner networks.

• Oversee and develop point-solution listings and marketplace-style reseller relationships.

• Draft partner agreements, onboarding processes, enablement, certification, deal registration, and incentive/commission frameworks.

• Design enablement programs for sales, technical, and marketing teams.

• Generate QBRs, scorecards, tier-maintenance criteria, and performance benchmarks.

• Collaborate with Product Marketing and Demand Generation Marketing on collateral, co-marketing efforts, and joint go-to-market strategies.

• Lead the implementation of a Salesforce-based partner portal for onboarding, deal registration, pipeline visibility, MDF/incentive tracking, and enablement resources.

• Manage portal configuration, access and tiering protocols, content relevancy, adoption, and continuous improvement with RevOps and IT/Salesforce administration.

• Define portal specifications and success metrics in partnership with RevOps.

• Promote partner utilization of the portal as the primary resource for deal registration and pipeline updates.

• Responsible for partner-sourced and partner-influenced revenue growth, aiming to meet or exceed Datacor's double-digit annual growth target.

• Establish a reporting and forecasting rhythm for partner-sourced pipeline and bookings in collaboration with RevOps.

• Guide regional partner managers through influence, standards, strategic direction, and escalation assistance.

• Identify underperforming or misaligned partners and manage their remediation, downgrades, or offboarding processes.

• Facilitate connections between business unit leaders, Sales, Product, and Marketing regarding partner strategy.

• Represent partnerships in go-to-market planning, territory design, quota setting, and pipeline objectives.

• Act as the executive relationship owner for strategic partners.

• Report directly to the CRO; initially operate without direct reports, with the potential to build a dedicated team as the function expands.

⛳️ Requirements

• Over 10 years of experience in Enterprise Sales Management and/or partnerships, alliances, or channel leadership.

• Preferred background in B2B enterprise software.

• Experience across multiple partner models, including resale, referral, technical/ISV, GSI/consulting, and OEM/strategic partnerships.

• Proven success in developing partner programs from an initial or fragmented state, including tiering, incentive frameworks, and governance.

• Direct experience in recruiting and finalizing agreements with global systems integrators or consulting firms for implementation/services reach.

• Background in structuring OEM-style or embedded-solution partnerships with major technology or industrial providers.

• Experience in setting up or managing a Salesforce-based partner portal (PRM) or similar partner technology stack.

• Ability to operate with substantial influence without formal authority.

• Strong commercial acumen and comfort in owning revenue targets.

• Proficiency in partner economics, margin structures, and incentive design.

• Experience in industrial, process manufacturing, or engineering software markets is advantageous, but not mandatory.

• Willingness to travel internationally.

🏝️ Benefits

• Commitment to being an Equal Opportunity Employer.

• Candidates are requested not to use generative AI tools or external assistance during live interviews unless expressly stated otherwise.