Senior Director, Global Partnerships

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

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Datacor, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

🍽️ Food & Beverage

🏭 Manufacturing

☁️ SaaS

Food & Beverage • Manufacturing • SaaS

Datacor, Inc. is a leading provider of advanced process manufacturing software, offering integrated ERP and CRM solutions to maximize productivity and business growth. Their software solutions cater to the chemical, food & beverage, personal care, industrial, coatings & adhesives, and animal feed & pet food nutrition industries. Datacor provides industry-specific, configurable technology to enhance operational visibility and control, helping businesses manage complex pricing, formulas, and specifications while complying with government regulations. With a strong reputation as industry experts, Datacor is recognized for its robust support during software implementation and ongoing customer collaboration, particularly excelling in chemical distribution software.

📋 Description

• Design and own Datacor's global partner strategy across all partner types and business units • Build a formal, tiered partner program with criteria, benefits, margin/discount structures, and obligations • Define differentiated approaches for reseller, referral, technical/co-sell, services/implementation, and strategic OEM-style partnerships • Establish rules of engagement, account ownership, and conflict-resolution guidelines between partners and direct sales • Identify, recruit, and close new global partners across five partner motions • Expand reseller, referral, technical/co-sell, services/implementation, and strategic/OEM-style partner networks • Manage and grow point-solution listings and marketplace-style reseller relationships • Build partner agreements, onboarding, enablement, certification, deal registration, and incentive/commission infrastructure • Design sales, technical, and marketing enablement programs • Create QBRs, scorecards, tier-maintenance criteria, and performance thresholds • Partner with Product Marketing and Demand Gen Marketing on collateral, co-marketing, and joint go-to-market plans • Lead rollout of a Salesforce-based partner portal for onboarding, deal registration, pipeline visibility, MDF/incentive tracking, and enablement content • Own portal configuration, access and tiering rules, content freshness, adoption, and continuous improvement with RevOps and IT/Salesforce administration • Define portal requirements and success criteria with RevOps • Drive partner adoption of the portal as the primary channel for deal registration and pipeline updates • Own partner-sourced and partner-influenced revenue growth at or above Datacor's double-digit annual growth target • Build reporting and forecasting cadence for partner-sourced pipeline and bookings with RevOps • Direct regional partner managers through influence, standards, strategic direction, and escalation support • Identify underperforming or misaligned partners and manage remediation, downgrades, or offboarding • Connect business unit leaders, Sales, Product, and Marketing around partner strategy • Represent partnerships in GTM planning, territory design, quota planning, and pipeline targets • Serve as executive relationship owner for strategic partners • Report directly to the CRO; initially operate without direct reports and potentially build a dedicated team as the function scales

🎯 Requirements

• 10+ years in Enterprise Sales Management and/or partnerships, alliances, or channel leadership • Ideally experience in B2B enterprise software • Experience spanning multiple partner motions, including resale, referral, technical/ISV, GSI/consulting, and OEM/strategic • Track record of building partner programs from a fragmented or immature state, including tiering, incentive structures, and governance • Direct experience recruiting and closing global systems integrators or consulting firms for implementation/services reach • Experience structuring OEM-style or embedded-solution partnerships with large technology or industrial providers • Experience standing up or managing a Salesforce-based partner portal (PRM) or comparable partner technology stack • Ability to operate with significant influence but no formal authority • Strong commercial instincts and comfort owning a revenue number • Fluency in partner economics, margin structures, and incentive design • Experience in industrial, process manufacturing, or engineering software markets is a plus, but not required • Willingness to travel globally

🏖️ Benefits

• Equal Opportunity Employer commitment • Candidates asked not to use generative AI tools or outside assistance during live interviews unless explicitly stated otherwise