Director of Global Partnerships

🔥 3 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

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Oriient

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11 - 50 employees

Founded 2017

Oriient is a company for which the only provided material is a CSS @font-face declaration (including base64-encoded Inter font data). There is no business description, product, service, market, or team information in the supplied text. Based solely on the supplied content, no meaningful company purpose or vertical can be determined.

📋 Description

• Own every major partner relationship end to end, including executive sponsorship through field-level execution • Develop joint business plans and partner pipelines • Run quarterly business reviews covering pipeline, wins, joint accounts and roadblocks • Negotiate and manage partner agreements, revenue share, SLAs and co-sell terms with Sales and Legal • Build and launch Oriient's official Partner Program across resellers/VARs, OEM/embedded partners and referral partners • Define tier criteria, partner margins, referral fees, deal registration, pricing rules, certification and MDF • Establish partner onboarding, portal and enablement kit, with a repeatable recruit, enable, co-sell and grow motion • Recruit partners to fill regional and vertical gaps across grocery, general merchandise, DIY, healthcare and corporate campus • Set rules of engagement with regional sales representatives across the US, UK/Europe and Australia/APAC • Run joint account planning and train sales representatives to position, source and close partner deals • Drive co-branded collateral, joint demos, cloud marketplace listings and shared presence at major retail shows • Own partner-sourced and partner-influenced pipeline in HubSpot, including weekly reporting, forecasting and partner P&L/ROI analysis • Report to Chris Smith, SVP Sales & GTM

🎯 Requirements

• 8+ years in B2B SaaS partnerships, alliances or channel sales, including 3+ years leading strategic partners • Proven experience building or scaling a partner program from an early stage: tiers, economics, deal registration and enablement • Track record of partner-sourced revenue you can quantify • Experience managing partners across multiple regions (US plus EMEA and/or APAC) • Strong commercial negotiator, comfortable with revenue-share, OEM and reseller agreements • Earns the trust of direct sales reps and knows how to remove channel conflict, not create it • Disciplined CRM and forecasting habits (HubSpot preferred); familiar with MEDDICC or SPICED • US-based and authorized to work in the US; able to travel 30-40%, including internationally • Excellent communication and collaboration skills • Retail technology background is advantageous: ESL, store devices, retail media, in-store analytics, or location/IoT • Existing relationships with Vusion, Zebra, Hanshow, Google Cloud, systems integrators or retail VARs are advantageous • Cloud marketplace experience (Google Cloud, AWS or Azure private offers) is advantageous • Startup or high-growth tech experience is advantageous

🏖️ Benefits

• Competitive salary and benefits • Flexible working hours • Remote-work options

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