BetterCloud is the first SaaS Application Management and Security Platform, enabling IT to centralize, orchestrate, and operationalize day-to-day administration and control for SaaS applications. Every day, thousands of customers rely on BetterCloud to centralize data and controls, surface operational intelligence, enforce complex security policies, and delegate custom administrator privileges across SaaS applications.
The Director of Partnership and Business Development will play a pivotal role in transforming BetterCloud’s approach to partnerships and indirect sales channels. This position requires both well-honed strategic and commercial judgment and with a strong background in building structured, effective, and profitable partnership ecosystems. The ideal candidate will possess a mix of analytical prowess, innovative thinking, and exceptional interpersonal skills to revitalize and scale our partnership and indirect sales channels.
Key Responsibilities
- Strategic Leadership: Develop and execute a comprehensive strategy to organize, optimize, and expand the partnership and indirect sales channels, aligning with BetterCloud’s overall business objectives.
- Partnership Development: Identify, recruit, and onboard key partners, creating a structured and tiered partnership program. Establish clear partnership criteria, benefits, and expectations.
- Channel Optimization: Implement best practices and processes to streamline partner management and indirect sales operations, ensuring efficiency and effectiveness.
- Channel Pipeline & Goal Management: Implement the processes and communication standards for transparent commercial opportunity management, forecasting and quarterly and annual sales goal achievement.
- Cross-functional Collaboration: Work closely with the sales, marketing, product, and customer success teams to ensure alignment and maximize the impact of the partnership program.
- Training and Enablement: Develop training and enablement programs for partners to ensure they are equipped to sell and support BetterCloud products successfully.
- Performance Analysis: Establish and monitor key performance indicators (KPIs) for the partnership and indirect sales channels. Utilize data to make informed decisions and adjust strategies as necessary.
- Market Intelligence: Keep abreast of industry trends, competitive landscape, and partner feedback to continuously refine and enhance the partnership strategy.
- Team Leadership: Build and lead a high-performing team focused on partnership and business development. Foster a culture of collaboration, innovation, and results.
Qualifications
- Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred.
- Minimum of 8 years of experience in partnership development, channel sales, or business development within the technology or SaaS sector, with at least 3 years in a leadership role.
- Proven track record of building and revitalizing partnership programs and indirect sales channels but willingness to be an entrepreneurial individual contributor and rebuilding a team from the ground up.
- Ideally experience working within or as a partner with big-tech (e.g., Google), IT system integrators and MSPs and/or in or with identity & access management, business process automation, data security vendors.
- Ruthless prioritization and ability to achieve long-term objectives through progressive, tactical goal-setting and achievement.
- Exceptional negotiation, relationship-building, and communication skills.
- Strategic thinker with the ability to execute tactically; finds equal joy from both working on and in the business and not above the work.
- Strong analytical skills and experience using data to inform business decisions.
- Demonstrated ability to lead cross-functional initiatives and teams.
- Flexibility to travel as required for partner engagement and team collaboration.
What We Offer
- Competitive compensation package, including equity.
- Comprehensive benefits including health, dental, and vision insurance; 401(k) plan; and more.
- Flexible working environment.
- A culture of openness, innovation, and continuous learning.
- Opportunities for professional growth and advancement.
- The chance to have a significant impact on the company’s growth and direction.
How to Apply
Interested candidates are encouraged to submit their resume along with a cover letter detailing their qualifications and vision for the role. Your cover letter should highlight how you would approach organizing and enhancing BetterCloud’s partnership and indirect sales channels.
BetterCloud is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
