Director of Strategic Channel and Partnerships

Our client are a leading SaaS business in the spend management/expense management space with an AI based solution, with an already impressive list of major global customers, partners, and integrations. Through further growth they are now expanding their channel/partner team.

The Director of Strategic Partnerships will have a significant impact on the company's growth and success.

The purpose of this role is to drive expansion of technology, consulting, and indirect sales relationships with an objective of generating new business in the US and Global markets through beneficial product extensions, distribution agreements and field selling relationships.

This role will be based in the US (preferably East Coast or Central) and report to the Chief Revenue Officer. The ideal candidate will have a proven track record in

developing and managing high-impact partnerships within a SaaS environment.

Responsibilities:

• Strategy Development: Develop and execute a comprehensive partnership strategy to identify and prioritise potential partners that align with our business goals.

• Partner Sourcing: Cultivate and develop strong relationships with prospective partners, ensuring mutual alignment and goal setting.

• New Business Development: Identify, evaluate, and secure new distribution, consulting and technology integration partnerships that drive revenue growth and expand market reach.

• Collaborative Engagement: Work closely with cross-functional teams, including sales, marketing, product, client success and engineering, to ensure successful partnership implementation and ongoing collaboration.

• Market Analysis: Conduct market research to identify trends, opportunities, and competitive landscape, informing partnership strategies and decisions.

• Negotiation and Contracting: Lead negotiations and manage the contracting process with potential partners, ensuring favorable terms and alignment with company objectives.

• Performance Tracking: Develop and monitor key performance indicators (KP|s) to assess the success and impact of partnership initiatives, providing regular reports to senior leadership.

• Thought Leadership: Represent the company at industry events, conferences, and forums to promote our partnership capabilities and network with potential partners.

Required Experience and Skills:

• Experience: Minimum of 7-10 years of experience in strategic partnerships, business development, or related roles within the SaaS industry. Experience within payments, spend or expense management software, or FinTech would be a very strong plus.

• Industry Knowledge: Deep understanding of the Office of CFO and SaaS markets, distribution channels, and technology integration landscapes.

• Proven Track Record: Demonstrated success in developing and managing high-impact partnerships that drive sales growth.

• Strategic Thinking: Strong strategic planning and analytical skills, with the ability to translate market insights into actionable partnership strategies.

• Relationship Building: Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with senior- level stakeholders.

• Negotiation Skills: Proven ability to negotiate complex agreements and manage the contracting process effectively.

• Team Player: Collaborative mindset with the ability to work effectively with cross-functional teams.

• Education: Bachelor's degree in Business, Marketing, or a related field; MBA or advanced degree a plus.