Director of Channel Partnerships

What's the Opportunity?

Director of Channel Partnerships
Status: Full Time

Who Are We Looking For?

AlertDriving is the global leader in providing cloud-based driver training solutions in over 120 languages. Our clients include many of the largest multinational firms in the world. We are looking for a results-oriented business leader that enjoys working in a challenging and dynamic environment. The mandate is to grow our existing global network of channel partners and strengthen their sales performance by implementing effective channel-specific sales strategy, enablement and support programs and processes that help partners provide AlertDriving solutions locally to their customers and prospects.

Historically, a channel partner is an organization within one the following categories:

  • Safety consulting;
  • The Insurance industry;
  • Risk management;
  • The GPS / Telematics hardware space;
  • Fleet Leasing / Accident Management;
  • Behind the wheel driver training firms; and
  • Larger corporate training firms.

The Director of Channel Partnerships must possess the following:

  • A minimum of 2 years of experience managing a high performing channel sales team and 10 or more years of total channel sales experience (preference will be given to candidates that have international channel sales experience);
  • The demonstrated ability to engage and influence C-level / senior executives;
  • Strong communication and specifically presentation skills is essential.
  • The ability to simplify and articulate complex concepts to a multi-functional audience is a plus;
  • Experience working within the safety or software industry is desirable, but not mandatory;
  • A university degree, preferably in business administration;
  • A valid ‘G’ driver’s license free of any serious driving violations (i.e. DUI or suspensions);
  • A valid passport with absolutely no travel restrictions; and
  • A criminal-free record;
  • Note: These last 3 points shall remain in force throughout the term of employment.

The Director of Channel Partnerships must also possess the following character traits:

  • Proven leadership ability;
  • Strong problem solving and decision making skills;
  • Solid business acumen and judgment;
  • Self-motivated and initiative-oriented;
  • Calm under pressure while performing such tasks as contract negotiations;
  • Trustworthy, respectful, diplomatic and professional;
  • Keen sense of urgency and desire to get things done;
  • A personal interest in career development and training within the workplace; and
  • Solid relationship building skills.

Your responsibilities include:

Primary responsibilities are aimed at growing revenue by encouraging each member of the channel sales team to expand their portfolio of performing partners. Specific duties include:

  • Establish annual sales performance targets for each channel salesperson;
  • Manage a multi-tiered, global partner program (i.e. pricing plan, co-operative marketing funds, deal registration and sales rep incentives);
  • Create sales forecasts based on prospect activity / success hitting specific milestones;
  • Face-to-face meetings with partners to build relationships and assist in the sales process.
  • Work with key partners to build annual business plans and conduct annual reviews;
  • Oversee and negotiate the execution of mutual NDAs and Reseller Agreements;
  • Help the channel salespeople develop enablement strategies for each channel partner;
  • Providing market intelligence and feedback to management;
  • Building trustworthy internal relationships;
  • Using SalesForce as a CRM tool; and
  • An emphasis on upgrading the channel sales team’s selling skills.