Director, Channel Sales

Job description

Posit is a Public Benefit Corporation and Certified B Corp on a mission to create open-source software for data science, scientific research, and technical communication. We're building a company designed to thrive for 100 years.

Our Partner Ecosystem team drives how Posit reaches new markets through commercial, delivery, and embedded technology partnerships. We're looking for a Director, Channel Partner Sales to own our worldwide channel partner program, from strategy and recruiting through partner enablement, working closely with our Alliances, Sales, and Customer Success teams.

YOUR IMPACT

Why this role exists: to build and lead the Posit Partner Program, recruiting and enabling the right partners, building solutions they can sell repeatably, and giving them a clear, metrics-backed path to profitability with Posit. You are responsible for:

• Owning partner selection and prioritization for the channel segment, in alignment with corporate priorities and team capacity.

• Serving as the executive point of contact for strategic channel partners; sponsoring GTM initiatives and resolving cross-functional blockers.

• Defining the GTM motion for channel partners, including co-marketing, MDF, quarterly plans, and rules of engagement, and leading annual partner planning while owning a worldwide channel revenue target.

• Recruiting and activating new channel partners in key industry verticals including Life Sciences, Financial Services, and Public Sector, and in the ecosystems of key alliances including Databricks, Snowflake, and AWS, owning the channel-partner segment directly within those alliances while coordinating alliance-level strategy with existing alliance owners.

• Building repeatable industry solutions with partners, and defining partner-facing metrics and incentive structures that show them how to build a profitable, scalable business on Posit.

HOW YOU'LL COLLABORATE

You'll be the go-to owner of channel strategy while working closely across the partner org to keep recruiting, activation, and delivery connected:

• Partner closely with the team on partner onboarding, technical certification, and sales enablement.

• Lead a growing team, starting with a Partner Sales Manager focused on revenue execution and deal registration.

• Drive consistency in deal registration and report on channel performance to leadership.

• Act as internal champion to customer facing teams on the benefits of working with channel partners with our customer base and in new opportunities.

WHAT YOU'LL BRING

• Channel sales experience, including owning a worldwide channel partner revenue number and consistently exceeding sales targets.

• Track record of personally recruiting and building with channel partners. This is both a builder-recruiter role and a global program owner role.

• Demonstrated success designing joint solutions or offerings with partners, backed by clear, partner-facing success metrics.

• Experience developing partner economics and incentive models that partners can build a business around.

• Understanding of the data science ecosystem and possible life sciences industry experience

• Exceptional ability to engage and influence partner and internal C-level stakeholders.

• Experience managing or mentoring partner-facing team members.

• Prior experience in a fast-paced technology company.

YOUR FIRST YEAR

Within 1 month, you'll...

• Get involved in active deals and build a clear view of the channel program, including the partner landscape and key relationships across Alliances, Sales and Customer Success, and your Partner Sales Manager.

• Learn Posit's open-source data science ecosystem and the industry solutions we bring to Life Sciences, Financial Services, and Public Sector.

Within 3 months, you'll...

• Deliver a clear partner recruitment strategy across target vertical industries (Life Sciences, Financial Services, Public Sector) and alliance ecosystems (Databricks, Snowflake, AWS).

• Define partner selection criteria and the initial GTM motion and rules of engagement for channel partners.

Within 6 months, you'll...

• Land and activate the first newly recruited partners.

• Ship the first repeatable industry solution package for life sciences, with an aligned set of target accounts

• Have an enablement motion in place so newly recruited partners can ramp and start selling quickly.

Within 12 months, you'll...

• Hit an established worldwide channel revenue and pipeline target for the segment.

• Own the annual partner planning cycle end to end, from strategy through execution.

• Have a clear point of view on how the partner organization should scale to support continued worldwide growth.

Posit offers competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. The hiring range includes bas

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