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Head of Channel Sales (Ecosystems)

Reports to: Chief Revenue Officer

Overview:

We are seeking an innovative, energetic, and driven channel leader, with a talent for empowering partners and an ability to get things done. The Head of Channel Sales (Ecosystems) is responsible for the strategy, tactics, and programs to create a predictable, repeatable, and scalable process of recruiting, onboarding, and enabling partners to create revenue. You will create demand both for new partners, and for new leads with channel partners to achieve revenue goals and support the company's fast-paced growth.

You will collaborate with Executive Leadership, Marketing, Sales, RevOps and Product to create the Drips ecosystem strategy, develop partner program programs, prioritize channels, and implement the plan, which will includes identifying, recruiting and onboarding new partners. Successful partners are enabled to generate leads which convert to winnable deals supported by our sales organization. This requires having curiosity about our ideal partner profile and using data-driven processes to optimize conversion and improve Drips sales results.

This position requires an individual who is analytically minded, data-driven in their decision-making process and well versed in multiple go-to-market strategies within the channel ecosystem, including referral, affiliate, sell-with, sell-through, technology solution brokers, alliances, and more. The candidate must have an excellent grasp of ecosystem best practices yet have an innate inquisitiveness to continually investigate emerging trends and disruptive approaches that will improve the company's revenue acquisition and expansion goals. The responsibilities of the role include strategy development, program execution, team development and process optimization.

Responsibilities:

• Develop a high performing, metrics-driven, partner acquisition organization including end-to-end partner strategy, and execution including lead generation, channel management, channel marketing

• Possess a strong understanding and vision for how we can meet client needs through innovative partner-led and partner-supported go-to-market

• Forecast impact of partner recruitment on sales pipeline and bookings (quarterly sales and annual planning)

• Exceed pipeline and revenue goals

• Create a highly productive relationship with Marketing, Sales, RevOps, and Product to define the ideal partner profile, value proposition, messaging, content and optimize cross-functional alignment on partner strategy, pipeline creation, and win-rate

• Collaborate with Revenue Operations to define and create partner lead registration, rules of engagement, and partner operations

• Own executive relationships at all key partners, ensuring commitments are met and we are mutually investing in success

• Continuously assess and improve the performance of our channel program, adjusting tactics and strategy

• Identify and solve business challenges with curiosity, questioning assumptions, and creatively driving business value

• Maintain a thorough understanding of channel ecosystem industry trends to ensure effective implementation of partner programs

• Assess new trends and drive continual improvement of acquisition and expansion

• Optimize budget allocation to maximize effectiveness and ROI

Experience and qualifications:

• Authority in channel sales with 5+ years of experience in fast-paced technology start-up or high-growth companies

• 2+ years leadership experience with channel teams

• Proven success launching, scaling, and managing channel/ecosystem programs

• Demonstrable success delivering revenue through the channel

• Visionary with attention to detail and a desire to work both strategically and tactically

• Experience leading channel advocacy and advisory initiatives

• Excellent listening, negotiation and presentation skills

• Excellent verbal, written, and sales skills

• Proficiency with partner marketing, CRM systems, and other partner technologies

• Strong analytical skills and data-driven decision making

• Healthcare experience a plus

About Drips:

Drips enables clients to connect with consumers through AI-powered, Conversation as a Service™. Backed by a proprietary natural language processing model, our platform has handled over a billion conversations, enabling us to deliver automation at a scale that no other competitor in the messaging industry has been able to match. That's why we're the platform of choice for some of the world's most recognizable brands. Drips' focus on empowering companies to capture intent and drive meaningful conversations has sparked rapid growth since the company was founded in 2016. We are well funded and looking to accelerate the next era of growth and expansion through channel ecosystems.

We're more than just a high-growth company; we're also a community. While we work remotely, we still embrace the core values that help us achieve personal growth. Every member of the Drips team has a direct impact on our company! If you want to love the product, solve hard problems, and create an ecosystem - we want to talk with you!