Director, Partnerships at LeanData
Remote

REMOTE

This role is available remotely in CA, CO, GA, NY, NV and WA.

As the leader in Lead-to-Account Matching, Routing and Marketing Attribution solutions, LeanData drives growth for business. We help many of the world’s fastest-growing enterprises automate, simplify and accelerate revenue.

In this role, you’ll be responsible for recruiting, managing, and expanding referral, reseller, and strategic partner relationships and will have responsibility for the partner sourced and influenced pipeline and bookings number. You will be the primary liaison between the LeanData sales teams and partner organizations, and you will help to build a comprehensive, structured program for recruiting, training, and enabling service partners.

You are skilled at building and developing relationships with both internal and external teams. You are a natural connector and communicator who has experience discovering a company’s goals and then uncovering and facilitating joint solutions. You have a deep understanding of the B2B SaaS ecosystem and have strong relationships with both ISVs and SIs alike.

What you'll be doing:

Work closely with our sales teams to develop pipeline and attach ISV and SI partners to deals

Create strong relationships with sales leadership as well as with individual members of the sales team

Have primary responsibility over the partner sourced and influenced numbers

Responsible for developing and executing referral, reseller, and strategic partnerships

Identify partnership opportunities by identifying partner prospects

Develop and execute on a partner pipeline

Work with and support our partners in referring and reselling LeanData’s products

Manage end to end partner relationships

Deepen relationships with existing partners by looking at opportunities for up-selling and cross-selling

Help to develop a strategy for recruiting, training, and enabling new SI partners

Maintain 360-degree communication with both internal and external teams

Requirements:

3 - 5 years of experience in an Alliances, Partnership, Sales, Enterprise Account Management, or Channel role

Experience engaging and influencing senior executives and strong familiarity with decision-making processes in enterprise customers

Experience working with partners through account management, product management, program management, and business development engagements

Excellent verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations

Demonstrated experience working and communicating with multiple stakeholders and cross-functional teams including direct and channel marketing, solution architect teams, product management, and account management teams

Sales and/or technical acumen, able to coordinate and develop successful field teams 

Strong, verifiable network of industry contacts

Proven ability to generate pipeline leveraging partner relationships

Ability to work independently and generate results

Bonus points if you have:

Program development and project management experience

Experience using the Crossbeam account mapping tool

Prior direct sales experience is preferred

PRM implementation experience

This role is based in-person out of our Santa Clara office.