Channel Manager

BetterCloud is pioneering the SaaS Operations Management market. As the leader in this market, BetterCloud’s platform empowers IT to define, remediate, and enforce management and security policies for SaaS applications. Over 3,000 customers in 60+ countries rely on BetterCloud for continuous event monitoring, quickly remediating threats, and fully automating policy enforcement. This role will sit in New York City.

BetterCloud’s channel partners are critical to our success, so we are looking for a Channel Partners Lead to support the growth of our channel. This candidate will be responsible for managing and enabling BetterCloud’s global channel ecosystem. The ideal candidate will have experience managing channel partners (resellers and services partners), developing processes and programs to support the channel, and executing on a partner enablement strategy. The candidate must be extremely organized and have strong communication skills (written, intrapersonal, and interpersonal) with the ability to manage relationships across all functions at our partners including executives. The Channel Partner Lead must have the ability to manage many partners and projects simultaneously, and prioritize initiatives based on business needs and strategy. The ideal candidate will have a passion for partnerships, and enthusiasm for growing BetterCloud’s revenue through the channel ecosystem.

Responsibilities:

  • Close management of top channel partners, including managing relationships across the organizations, developing and executing joint go-to-market plans, enabling partners, and tracking progress.
  • Generate pipeline and revenue through the channel ecosystem
  • Develop processes and programs to scale long tail of partner ecosystem
  • Develop and track key partner reports and metrics, ensuring up-to-date documentation and socialization
  • Launch and coordinate partner onboarding and ongoing enablement programs
  • Manage partner communications, including partner portal, channel asset library, partner newsletters, partner incentive programs, etc.
  • Manage partner program, including the tiers/levels of partners
  • Create partner evaluation criteria/process, and vet incoming partnership requests
  • Recruit and onboard partners in new ecosystems or regions

Qualifications

  • 5+ years of professional experience with channel partners (managing partners/alliances or working for a channel partner)
    • Candidates with backgrounds in the following roles are preferred:
      • partnerships / alliances management or programs
      • Business development
      • Partner enablement and training
  • Experience developing partnership strategies (including go-to-market initiatives) and closely managing relationships at partners to ensure alignment and results
  • Exceptional oral and written communication skills, with an ability to speak effectively to internal and external stakeholders and leaders
  • Ability to travel >50% of the time is a requirement
  • Must be able to prioritize and multi-task with special attention to detail and follow-up
  • Powerful authority and presence, a natural leader
  • Extremely strong organizational and analytical skills
  • Must be a self starter and able to influence others to achieve business aims
  • Strong problem solving and troubleshooting skills
  • Exceptional written and communication skills
  • Thrive in a fast paced, rapidly changing environment and comfortable with ambiguity
  • Bachelor’s degree

Preferred Qualifications

  • Degree from a top tier school with a proven track record of professional success
  • First hand experience as a program manager or operator in some capacity
  • Experience building strong partnerships with services organizations

Compensation | Benefits

  • Competitive base salary
  • Full benefits package
  • Stock options
  • Career growth with an industry innovator

 


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