A non-profit organization is looking for a Head of Sales & Channel Partnerships to join their team.
This role is remote.
Responsibilities:
This role is remote.
Responsibilities:
- Identify and target potential enterprise customers globally, understanding their needs and aligning firm's offerings to support their enterprise agility and agile workforce development goals.
- Oversee and manage the firm portion of the sales cycle for products and services, including:
- On-demand training courses (including internal-use licensing).
- In-person and live-online training courses (ILT).
- Bulk membership sales (individual or corporate).
- Event registrations and sponsorships.
- Develop and maintain a sales pipeline to achieve and exceed revenue goals, using CRM tools to track progress and insights.
- Build and nurture long-term relationships with enterprise customers to ensure repeat business and cross-selling opportunities.
- Provide data-driven insights and recommendations for improving the sales process and achieving growth objectives.
- Identify, develop, and manage strategic partnerships and reseller opportunities, expanding the reach of firm products and creating new revenue streams through external platforms and licensed training providers.
- Partner with Executives to develop and execute a comprehensive channel partnership strategy to expand market reach and increase revenue.
- Proactively contribute insights and recommendations based on findings, continuously adapting and evolving strategies to optimize outcomes rather than simply executing existing plans.
- Partner with stakeholders to create licensing programs that enable external organizations to resell firm products or have their products sold on firm platforms, including:
- Licensed Training Affiliate (LTA) programs.
- Training platform reseller partnerships.
- Inbound licensing agreements.
- Oversee the qualification, onboarding, and management of channel partners, ensuring alignment with firm's mission and standards.
- Work with internal teams to ensure seamless integration and collaboration with partners, including co-marketing initiatives, joint events, and co-branded opportunities.
- Collaborate with the marketing and product teams to develop resources and tools that support channel partners in selling and promoting firm offerings.
- Design, implement, and optimize licensing and reseller programs that enable external organizations to sell firm products or integrate them into their offerings, ensuring alignment with organizational goals and market needs.
- Design and optimization of licensing and reseller programs, including criteria for partner approval and ongoing program evaluation, in partnership with org stakeholders.
- Monitor program performance and partner contributions, providing regular updates to leadership on progress and opportunities.
- Continuously evaluate and refine channel programs to ensure they meet the evolving needs of both firm and its partners.
- Foster collaboration across teams to align sales and partnership strategies with organizational objectives, while serving as a thought leader to identify market trends, inform business decisions, and represent firm at industry events.
- Partner with the Chief Growth Officer to establish and achieve growth objectives, including revenue and market expansion goals.
- Develop and present regular reports and updates to the executive team on sales, partnerships, and program performance.
- Collaborate with the firm trainer community and other internal stakeholders to identify emerging market trends and partnership opportunities.
- Represent firm at industry events, conferences, and partner meetings to build awareness of the organization and its offerings.
This position will be evaluated based on the following key performance indicators:
Revenue Growth: Achieve or exceed revenue targets for enterprise sales, channel partnerships, and licensing programs.
Partnership Development: Establish and maintain a targeted number of strategic channel partnerships and reseller agreements annually.
Pipeline Management: Maintain a robust and active sales pipeline with measurable progress across all stages, from prospecting to close.
Program Success: Launch and optimize licensing and reseller programs, achieving adoption and revenue goals within defined timelines.
Customer Retention & Expansion: Increase repeat business and cross-selling opportunities with enterprise customers.
Market Penetration: Expand firm's reach in key markets through strategic partnerships and reseller channels.
Team Development: Effectively manage and develop the Business Development team, achieving departmental performance goals.
Stakeholder Engagement: Deliver regular, actionable updates to the executive team on sales and partnership performance metrics.
Supervisory Responsibilities:
Revenue Growth: Achieve or exceed revenue targets for enterprise sales, channel partnerships, and licensing programs.
Partnership Development: Establish and maintain a targeted number of strategic channel partnerships and reseller agreements annually.
Pipeline Management: Maintain a robust and active sales pipeline with measurable progress across all stages, from prospecting to close.
Program Success: Launch and optimize licensing and reseller programs, achieving adoption and revenue goals within defined timelines.
Customer Retention & Expansion: Increase repeat business and cross-selling opportunities with enterprise customers.
Market Penetration: Expand firm's reach in key markets through strategic partnerships and reseller channels.
Team Development: Effectively manage and develop the Business Development team, achieving departmental performance goals.
Stakeholder Engagement: Deliver regular, actionable updates to the executive team on sales and partnership performance metrics.
Supervisory Responsibilities:
- Manage and mentor a team of 0–3 Business Development Representatives (internal and/or contract staff), ensuring alignment with sales and partnership goals.
- Make employment and pay decisions, conduct performance evaluations, and foster the professional development of team members.
Qualifications:
- Strong leadership skills with the ability to inspire and motivate teams and partners.
- Strategic thinker with exceptional analytical skills and a data-driven approach to decision-making.
- Excellent communication, negotiation, and relationship-building skills.
- Proficient/expert experience in HubSpot strongly preferred.
- Proficient in CRM tools and other sales/business development technologies.
- Familiarity with agile and scrum methodologies (preferred).
Education & Experience
- A Bachelor's degree in business, marketing, or a related field (MBA or advanced degree a plus).
- 7 years of experience in sales, partnerships, or a related field, preferably in the technology or professional services industry.
- Proven success in driving revenue growth through enterprise sales and channel partnerships.
- Experience in developing and managing licensing or reseller programs is highly desirable.
- Experience running sales and new business programs internationally.
- Experience driving sales and business development with the workforce training and/or adult education markets.
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