Senior Director of Resellers

Summary

Join Experian as a Senior Director of Resellers and lead the development and execution of the reseller strategy for Experian Employer Services (EES). You will drive reseller-led revenue growth, optimize partner enablement, and enhance sales execution. Lead a team of Reseller Development Executives (RDEs) and Partner Relationship Managers (PRMs), ensuring a structured and scalable approach to reseller success. Collaborate with various teams to refine engagement models, improve pricing, and enhance co-selling opportunities. Act as a strategic architect and revenue driver, expanding market reach and accelerating deal velocity. Report to the Vice President, Alliances and Resellers.

Requirements

• 10+ years of experience in reseller sales, channel development, or strategic partnerships within B2B SaaS, HCM, Payroll, or enterprise technology
• Experience driving year-over-year revenue growth through reseller partnerships
• Experience managing executive-level reseller relationships and leading co-selling programs
• Experience in negotiations, contract management, and strategic planning
• Experience managing reseller sales teams
• Proficiency in Salesforce, Smartsheet, and partner relationship management tools

Responsibilities

• Execute a scalable reseller growth strategy, ensuring alignment with EES's revenue and market expansion goals
• Identify new reseller opportunities, develop structured engagement models to drive new market reach and customer acquisition
• Establish and refine joint go-to-market (GTM) strategies, ensuring resellers have the tools, resources, and alignment needed for successful deal execution
• Oversee reseller segmentation, tiering strategies, and performance metrics, ensuring strategic focus on high-value reseller partnerships
• Manage reseller-led revenue performance, ensuring pipeline development, accurate forecasting, and deal velocity tracking
• Work with Reseller Development Executives (RDEs) to improve deal execution, pricing strategies, and co-selling motions
• Partner with Sales and Marketing teams to launch reseller-specific demand generation campaigns, increasing partner-driven deal flow
• Implement structured enablement programs, ensuring reseller sales teams are fully trained, equipped, and engaged in Experian's solutions
• Define reseller compensation models, revenue-sharing structures, and pricing frameworks to maximize partner-driven revenue growth
• Develop executive-level relationships with reseller leadership, ensuring alignment on business growth programs and revenue targets
• Be the primary liaison between EES and reseller organizations, driving operational efficiency and strategic alignment
• Work with Finance and Legal teams to improve reseller contracts, pricing structures, and revenue-sharing agreements
• Collaborate with Product teams to enhance reseller offerings and integration opportunities, ensuring long-term reseller engagement
• Lead a team of Reseller Development Executives (RDEs) and Partner Relationship Managers (PRMs), providing strategic direction and coaching
• Establish reseller performance indicators, ensuring accountability, revenue impact, and operational efficiency
• Conduct Quarterly Business Reviews (QBRs) with resellers and team members to assess performance, improve sales execution, and refine growth strategies
• Develop a multi-year-reseller expansion roadmap, ensuring predictable and scalable revenue growth through reseller-driven sales motions
• Monitor reseller market trends, competitor strategies, and emerging reseller business models
• Use market insights to refine pricing strategies, sales plays, and reseller compensation models
• Identify opportunities in the reseller landscape, ensuring EES capitalizes on expanding market potential

Benefits

• You begin accruing 4 weeks of vacation per year starting on your first day
• 401K with a 4% company match with immediate vesting
• Comprehensive health, dental, and vision plans
• 5 sick days each calendar year
• 12 paid company holidays and 2 paid volunteer days