Channel and Partnerships Director

Department: Partnerships

Reports To: VP, Channels & Partnerships

FLSA Status: Exempt

Location: US, NYC, San Francisco, Remote

Job Summary:

The partner ecosystem is a significant and fast-growing part of Prove’s success and growth strategy. We are looking for an exceptional partner leader and operator to join as a Channel & Partnerships Director to help further define and execute our partnership strategy with our strategic partners. You will be responsible for key relationships, ensuring our partners understand our priorities and hold them accountable to their commitments. The ideal candidate for this role has experience building, scaling and managing a partner ecosystem. As an early team hire, this individual will help lay the foundation for our partnership program as a whole. 

The Director of Channel & Partnerships must have a passion for partnerships and technology. The candidate should also have a demonstrated ability to think strategically about GTM challenges as well as the ability to convey compelling value propositions to partners in the ecosystem. The ideal candidate is skilled at working with a broad spectrum of partners, levels and styles. 

Your efforts will be multiplied and achieved through strong collaboration and teamwork across our Marketing and Sales teams, both of which also roll up to the Chief Revenue Officer. 

Reporting to the VP of Channel & Partnerships, the candidate will be responsible for the following initiatives: 

Key Responsibilities:

• Take ownership for recruiting, negotiating and onboarding new reseller partners who will bring Prove’s technology at scale to new customer segments. 
• Negotiate major commercial agreements, owning the entire deal process, from finding the right partners, negotiating the deals, rallying internal teams behind your vision, closing, and launching the partnership.
• Manage reseller partnerships to maximize revenue through ongoing enablement and joint GTM initiatives. 
• Establish prioritization for new partnerships and manage the complete partner lifecycle to ultimately drive pipeline, bookings and joint collaboration. 
• Partner with the VP & SVP of Channel & Partnerships in creating and executing the strategic plan for our partnership program while working closely with the Marketing, Sales and Customer Success orgs to meet or exceed pipeline and revenue targets.
• Help define and develop partner programs to maximize opportunities for increasing revenue, brand awareness and collaboration.
• Leverage your existing relationships to advance partnerships that benefit Prove’s customers and our partners.
• Work with cross-functional teams to deliver against an aligned vision for key partnerships.

• 5+ years of experience establishing and managing strategic partnerships
• History as a quota carrying top performer, regularly exceeding targets and quotas
• Experience with Partner Marketing and Partner Activation with a proven track record of relationship building and management
• Drive to execute with speed
• Background in digital authentication, cybersecurity, fintech, payments or ecommerce is strongly preferred
• Experience in high-growth / pre-IPO technology companies is strongly preferred
• Proven track record of initiating and successfully driving incremental pipeline and revenue through strategic partnerships
• A self starter. Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment
• A strong partner orientation and understanding of what partners and their customers value
• Excellent communication, sales, and negotiation skills, with the ability to articulate value propositions and influence stakeholders at all levels
• Willingness to work flexible hours and travel up to 30% of the time for partner on-sites, conferences and events
  The salary range for this role is $170K-175K plus variable commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.