VP, Channel Sales – Partnerships

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

📋 Description

• Manage Bevi's indirect sales and partner portfolio, focusing on facilities management, OCS partners, independent distributors, and office supply partners.

• Drive steady and predictable growth in both revenue and machine bookings.

• Establish direction and priorities across various partner types and regions.

• Create repeatable playbooks for current partners while expanding into new accounts, partner types, and markets.

• Spearhead international partner-business growth, beginning with the UK and Ireland.

• Provide guidance to Bevi leadership regarding indirect sales, partnerships, and go-to-market strategies.

• Act as the executive sponsor for strategic partners, emphasizing partner satisfaction and retention.

• Oversee negotiations related to pricing, rebates, and contract terms.

• Ensure accountability among teams and partners regarding commitments, service levels, and KPIs through regular business reviews.

• Lead National Partnership Managers and Territory Managers.

• Recruit, mentor, and cultivate a high-performing team and leadership pipeline.

• Manage the indirect-sales forecast and annual operating plan, which includes revenue, headcount, and budget considerations.

• Implement pipeline management, CRM rigor, and performance reporting mechanisms.

• Collaborate with Sales Ops, Finance, and People teams on territory design, quotas, and incentive plans.

• Define engagement rules with other sales teams for shared accounts.

• Provide partner and field insights to Product, Operations, and Marketing to influence the roadmap, service offerings, and go-to-market programs.

⛳️ Requirements

• Demonstrated success in formulating a growth strategy and leading teams to achieve consistent and predictable partner revenue growth at both national and branch levels.

• Over 12 years of experience in channel, foodservice, or OCS sales.

• More than 5 years of experience in leading teams that expanded a channel or partner business on a large scale.

• Proven experience in leading and scaling both partnership teams and field or territory sales teams in a high-growth setting.

• Extensive experience collaborating with global leaders in foodservice, facilities management, and OCS.

• Strong commercial insights and acumen.

• Practical experience in contract negotiation and pricing strategies.

• International partnership experience, particularly in expanding a channel business into new markets.

• Proficient in first-principles problem-solving and framework development.

• Data-driven and analytical mindset with a strong history of forecast accuracy and pipeline management.

• Capability to establish structure in ambiguous situations.

• Ability to work cross-functionally across sales teams and related functions.

• Experience in recruiting, developing, and mentoring strong leaders.

• Strong executive presence with direct and candid communication skills.

🏝️ Benefits

• All Bevi employees receive equity in the form of stock options.

• Health and medical benefits.

• Flexible spending accounts.

• Flexible PTO.

• Comprehensive medical, dental, and vision insurance plans with BlueCross BlueShield, with 95% covered by the employer.

• 401(k) plan with company matching.

• 12 company holidays annually.

• Additional paid sick leave.

• Fully paid parental leave for both birth and non-birth parents.

• Fully employer-paid disability and life insurance.

• Wellness and fitness reimbursement programs.

• Monthly stipends for cell phone and commuting expenses.

• Onsite snacks and weekly catered lunches.

• Unlimited Bevi beverages available.

• Composting and terra-cycling initiatives.

• Regular happy hours, team-building events, bagel breakfasts, and Values awards.

• Support for professional and career growth.

• Accommodations provided during the application and interview processes.