Remote Director Channel Partnerships

Summary

Join Bench as a Director, Channel Partnerships and drive impact on business growth by identifying new channels to market and bringing new product capabilities to Bench's small business customers via partners.

Requirements

• 7+ years experience building and managing channel partnerships, ideally within a revenue function or driven by revenue outcomes
• Existing relationships with partnership teams and decision makers in the North American software, technology or financial services sectors, developed through your experience working in one or more of these industries
• A familiarity with, and enjoyment of deal making - you understand how to drive negotiations forward, craft win-win commercial terms, navigate objections and you generally thrive on the experience of closing a new deal
• Experience setting and/or working to revenue targets - you will be comfortable with your performance being measured by commercial outcomes
• A general manager’s mindset - you will enjoy the opportunity to “own” your portfolio of partners, you will understand their business and needs deeply, and you’ll be their primary advocate within Bench
• Successfully launched product, marketing, and co-selling partner motions - you’ve seen partnership activities through to realizing attributable revenue
• Experience operating in a highly matrixed organization; you will have the muscle of how to effectively work with other functions, navigating their competing priorities to secure and prioritize resources to drive your business forward
• An aptitude for platform technology - you have an understanding of APIs, software integration, product led growth, and the development and execution of strategic roadmaps between platform companies
• A self-starter mentality - while we pride ourselves on teamwork and being well coordinated as a function, we also operate in a remote first environment where individuals benefit from being self-directed in their work
• An inclination to take action and accountability; your low ego means you’re often first to roll up your sleeves when things need to get done
• Ultimately, the opportunity to 3X partnership revenue fills you with excitement and is a challenge that drives you
• An activated curiosity and openness to being an equitable and inclusive leader. Our commitment to anti-racism and anti-discrimination as a company excites you

Responsibilities

• Manage the end to end partnerships lifecycle with Bench’s largest and most complex partner prospects - from the identification and qualification of new partners, to crafting mutually beneficial commercial terms and ensuring successful onboarding of new partners
• Meet new prospects and effectively communicate the value of Bench’s Bookkeeping and Tax products. You will incite excitement with decision makers and instill a clear understanding of Bench’s offering for partners
• Manage a small portfolio of existing partners that represent the highest potential for growth. You will develop effective stakeholder relationships, set and monitor targets, craft account plans and drive activities to cultivate growth within the account
• Collaborate across various functions within the business - such as GTM, Legal, Product and Operations - to secure and prioritize resources to deliver on your opportunities with new and existing partners
• Apply different modes of partnering as appropriate to the partner and Bench - complimenting a strong pipeline of referral and reseller partnerships with the identification of suitable white label partnerships; you will work in close collaboration with Product and Technology to inform Bench’s product roadmap as it relates to embedding its capabilities into partner platforms
• You will pay close attention to the financial performance of your accounts. Working in concert with Finance and Operations, you will be well informed in the trajectory of your partners and be able to strategize ways to improve performance and direct the action required to deliver growth
• You will operate as a player-coach to provide leadership to an enthusiastic, high performing partnerships team

Benefits

• On target earning are $157,980 - $189,100 USD with a component of these earnings made up of variable pay
• In addition, we offer an extended benefits package that includes paid vacation, paid flex days, benefits stipend, and stock options
• You’ll get access to Inkblot Therapy’s Employee and Family Assistance Program (EAP) that offers counseling and support, for you and family members, as well as professional development coaching, financial advice, legal advice and much more