Director, Partnerships

Director, Partnerships

Department: Partnerships

Reports To: VP, Channels & Partnerships

Job Summary:

The partner ecosystem is a significant and fast-growing part of Prove’s success and growth strategy. We are looking for an exceptional partner leader and operator to join as a Director of Channel & Partnerships to help further define and execute our partnership strategy with our strategic partners. You will be responsible for key relationships, ensuring our partners understand our priorities and hold them accountable to their commitments. The ideal candidate for this role has experience building, scaling and managing a partner ecosystem. As an early team hire, this individual will help lay the foundation for our partnership program as a whole. 

The Director of Channel & Partnerships must have a passion for partnerships and technology. The candidate should also have a demonstrated ability to think strategically about GTM challenges as well as the ability to convey compelling value propositions to partners in the ecosystem. The ideal candidate is skilled at working with a broad spectrum of partners, levels and styles. 

Your efforts will be multiplied and achieved through strong collaboration and teamwork across our Marketing and Sales teams, both of which also roll up to the Chief Revenue Officer. 

Reporting to the VP of Channel & Partnerships, the candidate will be responsible for the following initiatives: 

Key Responsibilities:

• Partner with the VP & SVP of Channel & Partnerships in creating and executing the strategic plan for our partnership program while working closely with the Marketing, Sales and Customer Success orgs to meet or exceed pipeline and revenue targets.
• Build and manage a portfolio of partners through taking on existing relationships as well as identifying, recruiting and onboarding new strategic partners.
• Referral Partners - Take ownership for sourcing and managing key referral partners with top tier consultancies and global system integrations (GSIs). Provide strategic direction, program management and pipeline / bookings outcomes.
• Reseller Partners - Take ownership for recruiting, negotiating and onboarding new reseller partners who will bring Prove’s technology at scale to new customer segments. Manage reseller partnerships to maximize revenue through ongoing enablement and joint GTM initiatives. 
• Help define and develop partner programs to maximize opportunities for increasing revenue, brand awareness and collaboration.
• Create and execute joint go-to-market plans with strategic partners to drive qualified sales opportunities.

Qualifications and Experience:

• 6-7+ years of experience establishing and managing strategic partnerships
• Background in digital authentication, cybersecurity, fintech, payments or ecommerce is strongly preferred
• Experience in high-growth / pre-IPO technology companies is strongly preferred
• Proven track record of initiating and successfully driving incremental pipeline and revenue through strategic partnerships
• A self starter. Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment
• A strong partner orientation and understanding of what partners and their customers value
• Excellent communication, sales, and negotiation skills, with the ability to articulate value propositions and influence stakeholders at all levels
• History as a top performer, regularly exceeding targets and quotas
• Willingness to work flexible hours and travel as needed to accommodate partner meetings and events

This position description should not be considered the final description of the position. The position description is not intended to be an all-inclusive list of duties and standards of the positions. It should be assumed that we would, to some extent, structure responsibilities in accordance with the successful candidate’s capabilities and changing business conditions. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.

The salary range for this role in New York is $150,000- $165,000 plus variable commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.