Referral Partner Manager at Cloudbeds

| San Diego, CA
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Cloudbeds is a travel and hospitality SaaS technology company that works to make the world a more welcome place. We create advanced cloud-based hospitality software for hotels, hostels, and hotel groups that manages reservations and guests, distributes room availability, sells inventory, and collects payments. Our hundreds of team members are spread across over 40 countries, and, altogether, we speak 30+ languages. So, how do we do it? We are a #remotefirst company since our founding, and we allow every member of our team to work from wherever they are around the globe. We’re looking for people who want to reinvent the world of hospitality tech and travel and love to travel as much as we do. 

The primary focus of the Referral Partner Director is to create, nurture, and build relationships with Referral Partners to drive sales and other revenue. Referral Partners are integral to Cloudbeds’s revenue success, as they provide introductions to potential customers for Cloudbeds’ sales teams. 

The Referral Partner Director will take responsibility for developing an ecosystem of established referral and co-sell partners that expand Cloudbeds’s market reach and total solution for the independent hotelier and host space. You will be forging new partnerships and managing existing relationships that can help Cloudbeds reach untapped customers and create incredible value. 

What You’ll Do:

  • Identify, recruit sign, enable and manage new referral and co-sell partners
  • Manage existing partnerships and ensure referrals are flowing per agreements
  • Develop and manage business plans with key partners
  • Manage and expand the Certified Reseller program which ensures that all resellers are knowledgeable and have the support and tools to be effective in their territory(s)
  • Focus on revenue opportunities through expansion, new sales, and channel partners
  • Identify new business and growth opportunities
  • Work with established partners to maintain the existing revenue stream while building net new business
  • Find innovative ways to reach existing customers and markets
  • Accountable for achieving a partner-sourced-leads goal, new Referral Partner goals, and ARR sales goals
  • Build and foster trust and confidence in relationships
  • Drive ownership of revenue associated with Referral Partners
  • Research, evangelize and build new partners through adding contacts, sending emails, strategic calling
  • Own and deliver product training to partners on a regular and scheduled cadence
  • Work with Marketing to develop targeted communication campaigns for potential Partners, including email, direct drops, face-to-face meetings, etc.
  • Work with Marketing to develop effective training and sales enablement tools to present to Partners
  • Present and negotiate referral contract pricing and terms
  • Consistently build and manage an effective pipeline
  • Communicate proactively with leadership throughout each phase of the partnership process
  • Develop an understanding of our core products and be able to address partner questions
  • Stay up to date on industry trends and competition
  • Act as a stakeholder for Product and Engineering teams by identifying and surfacing key partner insights
  • Maintain relationships and create communication cadence with new and existing Referral Partners
  • Work with Accounting to pay referral fees to and collect fees from partners
  • Able to travel for sales conferences, key events, and in-person partner meetings (up to 20%)

You’ll Do it Using Your:

  • Intelligence, experience, and passion
  • Deep knowledge related to alliance and partner management
  • Exceptional problem-solving skills, strong analysis, clear and direct communication
  • Ability to develop and maintain strong partnerships, advocates, and champions
  • Ability to hold your partners and the people you work with accountable to the agreed GTM strategies that have been jointly established
  • Good old fashioned grit, hard work, and determination

You’ll Succeed By:

  • Thinking like an owner (having a “founder’s mindset”)
  • Communicating with honesty, integrity, and respect
  • Being resourceful and creative
  • Building and maintaining exceptional relationships with potential and existing partner
  • Bringing your passion every day

Experience & Skills:

  • B.A. in Business or related field
  • 4+ years of Sales experience preferably in the hospitality or hospitality technology space
  • Previous experience at a B2B SaaS company
  • Proven track record of meeting and/or achieving set sales quotas
  • Proven track record of direct/outbound sales
  • Ability to embrace change and drive creative solutions to yield expected results
  • Ability to work independently under tight timelines with excellent communication to internal stakeholders
  • Experience with Salesforce from lead management and reporting perspective
  • Experience working in a fast-paced, dynamic organization
  • Outstanding communication skills - ability to work across teams and communicate marketing goals/results at a team, executive, and company level 
  • Ability to adapt to changing deadlines, emerging needs, policy changes, and the variety of nuances that can happen in product development
  • Ability to operate at a strategic level to define new market opportunities and assess product-market fit but also to work tactically to drive projects to successful completion
  • Clear thinker and communicator with excellent written and oral communication
  • Proven problem solver, able to discern the crux of an issue, and use good judgment in recommending practical solutions
  • Strong written and oral communication skills and the ability to communicate it to diverse teams, partners, and analysts
  • Organized and process-oriented with proven ability to manage multiple projects at once
  • Ability to communicate this effectively to internal and external audiences

About the Marketing Team:

Cloudbeds’ global marketing is responsible for the growth of Cloudbeds through a data-driven approach. Our team is responsible for demand generation, public and analyst relations, brand and communications, content, and product marketing. Our aim is to communicate the value of Cloudbeds to global audiences. 

Our company culture supports flexible working schedules with an open Paid Time Away policy and gives all team members the opportunity to travel and work remotely with great people. If you think you have the skills and passion, we’ll give you the support and opportunity to thrive in your career. If you would like to be considered for the role, we would love to hear from you!

Company Awards to Check Out! 

  • Fastest Growing Companies | Inc. 500 (2018 & 2019) 
  • Best Places to Work | Inc Magazine (2017 & 2018)
  • Best Places to Work | HotelTechReport (2018, 2019, 2020, 2021)
  • Start-Ups to Watch | Forbes (2018)
  • Best Startup Employers | Forbes (2020)
  • Technology Fast 500 | Deloitte (2019, 2020, 2021)
  • Top 100 North America | Red Herring (2020)
  • Connect MIP Award (Technology)

Cloudbeds is proud to be an Equal Opportunity Employer that celebrates the diversity in our global team! We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Cloudbeds is committed to the full inclusion of all qualified individuals. As part of this commitment, Cloudbeds will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process or to perform essential job functions please contact our HR team by phone at 858-201-7832 or via email at [email protected]

 

 

#LI-REMOTE #LI-MM1

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PerlLanguages
    • PHPLanguages
    • PythonLanguages
    • SqlLanguages
    • ReactLibraries
    • AngularJSFrameworks
    • CodeIgniterFrameworks
    • FlaskFrameworks
    • Node.jsFrameworks
    • SparkFrameworks
    • SpringFrameworks
    • Vue.jsFrameworks
    • Spring BootFrameworks
    • CassandraDatabases
    • MySQLDatabases
    • RedisDatabases
    • Cassandra StreamingDatabases
    • Kafka StreamingDatabases
    • RedshiftDatabases
    • Google AnalyticsAnalytics
    • TableauAnalytics
    • PendoAnalytics
    • AWS QuickSightAnalytics
    • AWS AthenaAnalytics
    • FigmaDesign
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • ConfluenceManagement
    • JIRAManagement
    • RoadmunkManagement
    • SlackManagement
    • SalesforceCRM
    • Salesforce PardotCRM

An Insider's view of Cloudbeds

What’s the vibe like in the office?

One of Cloudbeds' core values is to be welcoming, and it shows! Our monthly company events celebrate our differences, and a transparent peer-driven feedback process has inspired a strong sense of community and shared passion. I can't imagine working anywhere else!

Sterling

Engineering Manager - North America

How has your career grown since starting at the company?

I joined a small team 9 years ago as a Full Stack developer. I was promoted into the roles of senior engineer, team lead and now engineering manager. Every day and every task moved my career forward and allowed me to grow with new experiences. Now we have over 400 people! Each new step taken, we take together.

Vitaly

Engineering Manager - Europe

What are Cloudbeds Perks + Benefits

Cloudbeds Benefits Overview

From the beginning, we've believed that our people are our greatest asset, so we've founded the company as #RemoteFirst, #RemoteAlways with shared core values that allows our team to thrive. This means we:

+ Hire the best people wherever they're located;
+ Emphasize the value of results over hours put in;
+ Provide flexibility in working hours and locations;
+ Foster an inclusive environment that celebrates bold thinking and diverse perspectives;
+ Offer open vacation policies, free LinkedIn Learning, and other benefits that promote well-being and professional development.

Culture
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Highly diverse management team
Unconscious bias training
We include in our leadership academy.
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Our CloudWell committee has hosted over 100 virtual activities ranging from language learning to fitness and mindfulness.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Child Care & Parental Leave Benefits
Flexible Work Schedule
Remote Work Program
All positions are on a work-from-home basis as we are a fully remote company. Working & traveling is encouraged at Cloudbeds! Work from wherever as long as you have a strong internet connection.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Cloudbeds has in-person management meetings and virtual holiday parties.
Game Room
Cloudbeds' San Diego office has a game room.
Stocked Kitchen
Cloudbeds' San Diego office has a kitchen with drinks.
Happy Hours
Cloudbeds' San Diego office has happy hours. Remote workers also actively hold virtual happy hours.
Parking
Cloudbeds' San Diego office has parking.
Pet Friendly
Cloudbeds' San Diego office allows pets.
Professional Development Benefits
Job Training & Conferences
We want you to grow at Cloudbeds which is why we provide development opportunities outside of your day to day with access to over 10,000 courses in LinkedIn Learning.
Promote from within
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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