Director, Channels and Alliances

Atlanta, GA
Channel /
Full-time /
Remote
FinQuery understands the value in becoming a partner first company so this position is integral to its strategy and success. In this role you will lead people, drive strategy and work closely with our broad partner community. The right person for this job will enjoy developing a team, influencing the partner strategy and of course executing on sales through a highly engaged partner network while increasing the number of transacting partners.  This role is one of the most important leadership roles in the organization and provides the framework to make significant individual and team contributions.

Reporting to the CSO, the Director, Alliances & Channels will be a partner to the CSO and Executive team to proactively drive the channel revenue generation strategies for the company.   While it is critical that the incoming Director has a strategic skillset, He or She will be a “hands on,” execution-oriented leader.  The Director, Alliances & Channels will be focused on growing our B2B IT reseller division by leading a team of channel and distributor partner managers.

What you will be doing:

    • Work closely with the CSO to further develop and execute the channel recruitment, marketing, enablement and sales strategies.
    • Build and refine KPIs to improve measurement and forecasting of the team’s performance. Build and ensure accuracy of short-term and long-term channel revenue planning.
    • Help team members build territory plans, business reviews with partners, and demand generation strategies..
    • Review and improve the day-to-day processes of the channel department’s collaboration with the account executive team to maximize partner relationships.
    • Collaborate with the other revenue leaders to identify “best fit” partners and alliances. Work with Executives across the business influencing pricing, product, operations, and support strategies.
    • Refine current training and people development processes to increase the effectiveness of our team members. Work closely with the CSO and the Sr. Director of Sales to train and enable FinQuery AE’s on successfully working with partners to grow their sales
    • Collaborate with the marketing leadership team to develop strategies to enable the sales and channel team to exceed their goals.
    • Report and provide forecast for channel influenced pipeline. Provide consultation to internal business and financial leaders to support decision making.
    • Meet with leadership within FinQuery’s partner community, as well as cultivate executive relationships with potential partners and alliances.
    • Lead, develop, and promote a culture of high performance and continuous learning among the direct sales and channel team members.

What experience and skills we need you to have:

    • The ideal candidate will be a strategic sales executive who has a passion for and track record of driving rapid and highly profitable revenue growth.  While candidates with prior experience with a successful exit in a private equity-owned business are compelling, current Sr. Director and VP-ready candidates will be considered based on their prior channels sales and alliances experience in a similarly sized business with similar attributes and complexity. Regardless of product or market background, the ideal candidate will have proven their ability to manage and integrate cross-functional collaboration and communication in a prior director or VP-level role in a closely held entity.
    • Hands-on senior-level executive with 7+ years’ sales leadership experience.  
    • Experience building successful channel sales strategies within the B2B IT reseller ecosystem working with partners ranging from small regional VARs to large national resellers.
    • Can provide examples of channel strategies that grew channel driven leads consistently month over month that led to revenue and exceeding goals.
    • Experience building and optimizing channel partner programs that drive engagement within reseller partners
    • Experience with relevant company “stage fit” and thrive in fast-paced companies that have scaled quickly is advantageous.  Professionals accustomed to hyper-growth environments will flourish.
    • Experience managing a geographically dispersed team.
    • Ability to communicate and translate departmental updates in business terms during leadership meetings.
    • Enjoy owning multiple competing priorities and duties in a fast-paced, results-driven, rapidly changing environment with minimal oversight.
    • Able to stand firm and remain committed. Facilitate discussion and understanding when difficult decisions must be made and executed.  Cool under pressure with a high degree of emotional maturity.
    • High integrity with excellent interpersonal and communication skills and the ability to build relationships throughout the organization.
    • Possess the leadership / change management skills to be able to bring others along the journey, can tell the story to convince others of the necessity for doing things.
    • Ability to evaluate and assess current team talent, identify capability gaps, and work with other senior leaders to fill the gaps to ensure effective & efficient function.
    • Power user of Salesforce and can provide examples of using other technologies/tools used in similar roles to enhance productivity.

Benefits:

    • Flexible PTO (including 11 holidays and your birthday off) 
    • 401(k) plan with employer matching 
    • Great health benefits with multiple plan option 
    • Option to choose between in office, fully remote, or a hybrid work environment for all employees
    • Sabbatical program (4 weeks after 5 years of service)
    • Casual dress environment (when in office)
    • Catered lunches every Tuesday and Thursday
    • Company events each quarter
    • Signing stipend for a work-from-home setup
    • Free gym membership at our office
    • Annual employee development program stipend of $2,000 for each employee 
    • Flexible parental leave with 10 weeks paid leave for ALL new parents
    • Fertility/adoption assistance 
    • Annual tutoring stipend for your children
    • Mentorship program available immediately 
    • Regular team outings
    • Advancement opportunities based on results, not politics
    • Culture that emphasizes inclusiveness driven by our REDI Committee
About Us
FinQuery is an innovative contract & spend intelligence company whose solutions are used by over 7,000 organizations worldwide. What sets us apart is that we’re the only provider offering complete visibility into an organization’s largest areas of spend – leases, software subscriptions, and other financial contracts – all in one platform.

Our platform provides our customers with unprecedented insight that drives informed decisions on their largest areas of spend and allows organizations to solve problems that matter for their business.

FinQuery is an equal opportunity employer to all persons, free from restrictions and prejudice based upon race, color, creed, religion, sex, domestic relationship status, parental status, family status, sexual orientation, national origin, gender identity, age, and disability status. FinQuery maintains a drug-free workplace.