Director of Partner Sales at Highspot
Seattle, WA, US

About Highspot

Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets.  What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd.

About the Role

As the Director of Partner Sales at Highspot you will forge and maintain sustainable and profitable relationships with key partners to unlock global sales growth through increased deal referrals, influenced sales, and coordinated co-selling. You will work with the VP of Sales, Sales Management and Sales Leadership, and segment-aligned Account Executives to create and execute an aligned partner sales strategy that will maximize sales attainment while maintaining sales conversion and deal velocity. You will own the creation of the partner sales strategy and have overall responsibility for Partner Sales execution across the globe ensuring that quarterly and annual targets are met and exceeded with a mix of sell-to and sell-with Partners. You will also work with sales executives and account owners on joint engagements and ensure that Highspot is also generating co-sell opportunity and leads for partners.

What You’ll Do:

        Own accountability for Highspot’s partner-generated and influenced sales attainment
        Create and own the partner sales plan, strategy and execution ensuring alignment with sales leadership
        Forge and maintain relationships with quota-carrying teams, regional sales teams, sales leadership and management, and individual sales professionals within partner accounts
        Work in collaboration with Partner Marketing, BD & Alliances to recruit the right partners, leverage executive relationships, and drive demand
        Be an ambassador and represent Highspot in all relevant events, public speaking opportunities, large bids and other customer-partner forums as required
        Contribute as a member of the Sales Leadership team in the ongoing development and formulation of a solid Partner strategy for the business as it continues to grow
        Partner with Highspot Sales Teams to ensure coordination and seamless communication in active sales opportunities
        Develop coverage recommendations to improve value delivery by our partner ecosystem
        Use expertise and industry knowledge to reinforce Highspot’s value within partner services

Your Background:

        You have an extensive understanding of the sales and marketing consulting services and technology vendor business models, co-selling relationships and agreements, sales incentives and partner sales quota models, account-mapping and sharing for co-sales coordination, and partner commercials models.
        Advanced 4-year degree in Technology or Business, MS or MBA is a plus
        Demonstrated success in negotiating and closing strategic technology partnerships
        Track record of executing and delivering against business goals, consistently driving profitability and contribution to revenue achievement
        Excellent interpersonal and communication skills, experienced in executive level presentations, both internally and externally
        Minimum of 7 years of successful Leadership, building and running a Partner Sales team within an enterprise software company
        Ability to work collaboratively across the organization to obtain positive visibility and credibility quickly
        Experience building and leading teams, building scalable processes, and implementing procedures that drive successful sales outcomes
        Travel is required up to 50%, possibly more at peak times. (is some international)

Benefits

Exceptional medical, dental, and vision benefits
Flexible work and vacation schedules
Transportation benefits
Competitive compensation and equity
Fully-stocked kitchen with healthy snacks and drinks
Free catered Friday lunches
Team building outside of the office
Company bonding events throughout the year
Opportunities to attend trade shows, conferences, and industry events
Open office, based in the heart of Seattle
Great views of the city and Puget Sound
Meaningfully contribute to a compelling vision

Equal Opportunity Statement

We aim to build an inclusive workforce. If you’re passionate about this role, but do not meet 100% of the qualifications listed above, we still encourage you to apply. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.