Director, Channel Partnerships

Summary

Join Torii, a Gartner-recognized leader in SaaS Management, as their Director of Channel Partnerships! This remote or NYC-based role reports to the VP of Sales and focuses on developing and executing a comprehensive channel strategy to drive significant revenue growth. You will identify, manage, and scale partnerships with resellers, distributors, and MSPs, building and delivering training programs and resources to empower partners. Success in this role requires extensive experience in channel partnerships within the SaaS sector, proven success in building and scaling partner programs, and strong relationship-building and negotiation skills. Torii offers a remote-first culture, comprehensive benefits including fully paid health insurance, generous vacation, and a 401k match, along with a supportive team and the opportunity to work with global brands.

Requirements

• Extensive Experience: 5-8+ years of experience in channel partnerships or business development within the SaaS or technology sector, preferably at a startup
• Ecosystem Expertise: Deep understanding of partner ecosystems, business models, and the SaaS industry
• Proven Success: A strong track record of building and scaling partner programs in dynamic, high-growth environments
• Industry Knowledge: Expertise in SaaS product sales, cloud solutions, and partner ecosystems, with a preferred background in Identity Management and SaaS
• Relationship Building: Outstanding relationship-building and negotiation skills, with the ability to influence stakeholders at all levels effectively
• Strategic and Tactical Thinking: Strong strategic thinking combined with tactical execution, guided by data-driven decision-making
• Communication Excellence: Exceptional communication, writing, and presentation skills
• Innovative Mindset: A passion for innovation and a commitment to driving partner success
• Sales Leadership: Experience prospecting, recruiting, presenting, closing, and managing partnerships at the Director/VP/C-Level
• Enablement Expertise: Proven ability to educate organizations on leveraging technology to make mutual customers wildly successful and build partner pipelines
• Negotiation Skills: Expertise in negotiating partnership agreements, pricing models, and sales terms to maximize revenue potential
• Financial Acumen: Ability to collaborate with finance teams to ensure accurate tracking of agreements, contracts, and payments
• Critical Thinking: Strategic judgment and decision-making abilities to measure and manage business outcomes effectively

Responsibilities

• Develop and Execute Partner Strategy: Create and implement a comprehensive channel strategy designed to drive significant revenue growth through key partners
• Identify, Manage, and Scale Partnerships: Recruit, onboard, and nurture relationships with channel partners such as resellers, distributors, and managed service providers (MSPs)
• Partner Enablement: Build and deliver training programs, sales enablement tools, and resources to empower partners to drive sales and customer success
• Cross-Functional Collaboration: Work closely with Sales, Marketing, Product, and Customer Success teams to support the execution of partnership strategies
• Revenue Growth: Play a critical role in driving revenue growth through the development of strong, mutually beneficial relationships with channel partners, ensuring a positive impact on Torii’s overall sales objectives
• Monitor and Optimize: Track key performance metrics and partner success, refining strategies to continually improve results and maximize efficiency. Actively initiate and host partner enablement trainings, pipeline calls, marketing activities, and account mappings

Benefits

• Remote-First Culture: Work from anywhere with flexible hours and a supportive team
• 100% fully paid health, vision, and dental coverage for you, and 80% for your family
• Employee share options to give you a stake in our success
• Generous vacation policy to encourage a healthy work-life balance
• Unlimited sick, medical, mental health, and safe leave
• 401k with a 6% Safe Harbor Match to support your financial future
• Life and Disability Insurance for added peace of mind
• Remote Work Setup: Receive a MacBook, mouse, keyboard, monitor, and a $300 WFH stipend
• International Reach: Join a company whose product is trusted by global brands like Sisense and Fiverr