Head of Sales & Channel Partnerships Full Time

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

• 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.