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Channel Partner Manager, Vancouver, BC, CF-193200

Overview

Fatigue Science is the leader in fatigue prediction. They combine their proprietary biomathematical science software with a wearable to gain insights into sleep and its impact on fatigue to assist their clients in maximizing performance and minimizing risk. 

They are in need of an experienced and successful Channel Partner Manager to collaborate with the leadership team to lead and execute their Global Partner Program.

Their rapidly growing program consists of a set of existing referral, VAR, and reseller partners around the world.  They continue to receive strong interest from prospective partners.  The goal is to rapidly grow, and evolve, the partner program ecosystem to extend their customer reach to a number of vertical markets around the world.

This Channel Partner Manager reports to the SVP, Sales and Marketing and will play a key role in helping Fatigue grow its brand, establish a broad and diverse ecosystem, and accelerate its revenue.  You will be expected to achieve a defined set of sales and partner recruitment objectives and drive substantial revenue for the business.

Responsibilities 

As Channel Partner Manager, your key responsibilities consist of: evolving the program design; proactive recruitment of new high-value partners; training and enablement of new and existing partners; and, ongoing support of partner’s sales operations & quota management.

Program Design

·         Work closely with the leadership and sales team to ensure program design and partner incentives enables the success of the partner program and Fatigue in general

·         Specifically address referral, VAR, and reseller streams to ensure strategies enable overall success

Partner Recruitment

·         Develop a comprehensive strategy for identifying high-value partners, and initiate contact to forge new relationships among them

·         Vet prospective partners, including those originating from both inbound and outbound efforts

·         Negotiate contracts with prospective partners according to the VAR, reseller and referral frameworks

Partner Training & Sales Enablement

·         Establish highly-engaged relationships with each partner, based on a combination of personal relationships, structural incentives, and ongoing education

·         Develop and implement a structured Partner Onboarding Program, which comprehensively educates partners as to the: science and functionality of our product; best practices for selling effectively; and, leveraging of operational resources such as sales collateral and tracking tools

·         Support partners with participation in high-value sales conversations with clients remotely, and when required, in person

·         Continuously orient partners to new functionality in our product and newly learned lessons on how best to convey the value of our product to prospects

·         Coordinate the involvement of internal resources as required to service partners’ needs, including, but not limited to, our Technical Support and Customer Success teams

·         Proactively assess and clarify partner needs and blockers on an ongoing basis, via a well-defined and systematic feedback process, which you will then aggregate and present to management

Sales Operations & Quota Management

·         Vet and qualify all potential partners

·         Proactively lead a joint planning process to develop performance objectives, sales targets, and milestones for each partner

·         Engage and communicate with the sales and marketing teams, as required, to coordinate activities and ultimately enable the success of the partner program

·         Be accountable for the sales quota associated with the channel

·         Review partner pipelines and forecasts on a regular basis, ensuring partners are well equipped to meet defined objectives

·         Manage potential channel conflict by fostering clear communication internally and externally, and by enforcing strict adherence to channel rules of engagement

·         Facilitate day-to-day support needs of partners, including assistance with proposal writing and other various requests

Qualifications

·         Great people skills, including the ability to build excitement, rapport, and lasting relationships with new and existing partners

·         Excellent communication skills, including the ability to educate others on complex scientific, technological, and organizational concepts, in a simple and concise manner

·         Ability to lead negotiation of partner contracts (with support from legal counsel and the leadership team)

·         Detail-oriented personality, with the ability to handle and triage a large influx of partner requests with a reasonable response time

·         5+ years experience in a partner management role involving sales enablement

·         Experience with SaaS technology and recurring revenue business

·         Proven success carrying, meeting, and exceeding a quota

·         Previous experience training salespeople

·         Previous experience working in an entrepreneurial fast growing start-up

·         Bachelor’s degree from an accredited university.  An MBA is an asset

·         Experience working in organizational change management is an asset

·         A passion for technology, including wearables and data-driven insights is an asset

Other

·         Competitive salary and variable compensation package

·         Healthcare benefits, stock options

·         Travel of up to 40% as required (USA, Europe, Australia)

·         This is a Vancouver-based role

Contact

·         Colin Farrell at colin@corporate.bc.ca /  604-639-9563 and reference CF-193200